Senior Director, Proposal Operations and Capture Excellence

Title: Senior Director, Proposal Operations and Capture Excellence

Location: United States-Virginia-Arlington

Job Number: 17923

The Senior Director of Proposal and Capture Excellence leads the full proposal organization and drives the processes, tools, and operational discipline that enable high-quality, compliant, and competitive bids. This role oversees the proposal management team, establishes enterprise-wide proposal standards, and ensures consistent execution across all color teams and submissions. In parallel, this leader is responsible for Capture Excellence – including SharePoint management, competitive intelligence support, strategy support, and integration with proposal development.

This role ensures quality and repeatable success in the pursuit lifecycle.

• Lead the full proposal operations organization and oversee management through the proposal management lead or proposal managers.
• Ensure high-quality, compliant, and compelling proposal submissions.
• Establish and enforce proposal standards, processes, timelines, and expectations across color teams.
• Own all proposal processes, SOPs, templates, checklists, and style guides.
• Continuously improve proposal workflows to increase efficiency, compliance, and win probability.
• Support capture with strategy development, gate reviews, and readiness processes as a secondary (but key) responsibility.
• Drive operational discipline to ensure proposal and capture teams have the tools, data, and processes needed to execute effectively.
• Support executive reporting and strategic reviews for active pursuits.

What you will need to be successful in this role:

• Bachelor's Degree from four-year College or university, or eight (8) years related experience
• 10 – 15 years leading proposals or capture within Government contracting.
• Deep knowledge of Shipley and federal acquisition lifecycle (RFPs, evaluation criteria, compliance, etc.)
• Strong understanding of proposal collaboration platforms (AI tools, SharePoint)
• Experience managing large, complex proposal efforts and color team reviews.

• Establish and roll out a unified, enterprise-wide proposal operations framework including processes, SOPs, templates, checklists, and governance practices.
• Drive consistent adherence to standardized color team reviews, compliance checks, and proposal development workflows.
• Coach, mentor, and up-skill the proposal management team to ensure consistent execution of standardized processes, including expectations, deliverables, and quality criteria.
• Influence leaders, capture managers, and proposal managers to adopt standardized expectations.

• Competitive salary and bonus package
• Comprehensive benefits package including medical, dental, and vision coverage.
• 401(k) retirement plan with company match
• Generous paid time off program
• Professional development and career advancement opportunities

• Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• While performing the duties of this job, the employee may be regularly required to sit, stand, bend, reach and move about the facility.
• The environmental characteristic for this position is an office setting.
• Candidates should be able to adapt to a traditional business environment.
• This position is eligible to work remote in Atlanta, GA.

AAR provides accommodation in accordance with applicable laws through all stages of the hiring process. If you require accommodation for any part of the application and/or hiring process, please advise Human Resources.

We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status.