Government Business Development & Capture Director Job Category:

Sales Location:

Virginia
Remote | US
Maryland
Remote | US
DC•Remote •

Meet Our Team:

Join Pega's Government Industry Market team as we drive digital transformation across the public sector.

Our team combines deep government domain expertise with innovative technology leadership to help agencies modernize operations and better serve citizens. As a Director, Capture Strategist, you'll play a pivotal role in shaping Pega's public sector growth by identifying, qualifying, and winning high-impact opportunities across Federal, Defense, Intelligence, and State/Local markets.

Picture Yourself at

Pega:

Imagine leading the pursuit of complex, high-value government contracts, engaging directly with government decision-makers to understand mission priorities and translate them into winning strategies.

In this role, you'll influence outcomes from early opportunity identification through contract award, positioning Pega's workflow automation platform as the solution that helps agencies deliver results faster, with greater transparency and efficiency. You'll also contribute to Pega's broader public sector strategy by bringing forward market insights that inform go-to-market direction and product alignment.

What You'll Do at

Pega:

Lead capture efforts, customer engagement, and cross-functional proposal execution to win strategically important government business.

Three key areas are:

Strategic Opportunity Development, Market Intelligence & Go-To-Market Support and Stakeholder Engagement. + Identify and prioritize high-value opportunities across Federal, Defense, Intelligence, and State/Local markets + Develop end-to-end capture strategies and competitive positioning + Conduct market and competitive analysis to align Pega solutions and product roadmap with government needs + Build trusted relationships with government decision-makers and acquisition stakeholders + Represent Pega at industry days, conferences, and customer meetings + Partner with Government Relations on policy and regulatory alignment + Proposal Leadership & Cross-Functional Coordination + Lead cross-functional teams through complex, compliant proposal efforts (FAR/DFARS) + Develop differentiated value propositions for Pega's workflow automation capabilities + Manage proposal timelines, resources, and quality + Analyze procurement trends, budgets, and technology priorities + Develop capture content (capability statements, past performance, technical approaches) + Support sales with government-specific messaging, positioning, and pricing insights

Who You Are:
+ A strategic, analytically-minded capture leader with strong business judgment and a disciplined approach to opportunity qualification + Experienced building credibility and relationships with stakeholders across government—comfortable engaging from working teams to senior executives + A collaborative leader who can align diverse internal partners (sales, product, technical, legal/contracts, pricing) around a winning plan + A persuasive communicator with the ability to translate mission needs into clear value propositions and proposal narratives + Highly organized, outcomes-driven, and able to lead multiple pursuits while managing priorities and timelines in dynamic environments •

What You've Accomplished:

+ Bachelor's degree required (Master's degree in Business, Public Administration, or related field preferred) + 12+ years of experience in federal government contracting, including 8+ years in capture management or business development + Demonstrated track record winning complex government contracts valued at $10M+ Deep understanding of federal procurement processes, contract vehicles (e.

g., GSA, CIO-SP3, OASIS), and compliance requirements + Experience with workflow automation, digital transformation, or enterprise software solutions in government environments + Strong strategic thinking, analytical, and project management skills + Exceptional written and verbal communication skills, including proposal writing expertise + Ability to obtain and maintain a government security clearance, as required + Prior experience as a government program manager or contracting officer + CFCM (Certified Federal Contracts Manager) or similar certification + Experience with the Pega Platform or comparable workflow automation technologies + Established network within target government agencies + Experience with cloud computing, AI/ML, or emerging technology procurement in government +

Travel Requirements:

Up to 25% travel (infrequent-to-moderate), based on customer needs and key industry events

Pega Offers You:
+ Gartner Analyst acclaimed technology leadership across our categories of products + Continuous learning and development opportunities + An innovative, inclusive, agile, flexible, and fun work environment + Competitive global benefits program inclusive ofpay + bonus incentive, employee equity in the company
Additional Information
Base salary range for this role is 171,000
262,800 USD annually.

This role may also be eligible for annual bonus OR commission, as well as benefits and other incentives. The final compensation will be determined during the offer process based on the candidate's education, experience, skills, and qualifications, as well as market conditions and may vary from the posted range. We will share an information on benefits, bonus/commission, and other pay components for this role at the relevant recruitment stage.

Job ID:

23686

AI in Action
Responsible Use of AI in Recruitment
Pega embraces the responsible use of artificial intelligence (AI) to improve efficiency, consistency, and fairness across our business.

We encourage thoughtful and ethical adoption of AI technologies that support people—not replace them. We may use AI‑enabled tools in our recruitment process. These tools are designed to assist us by providing insights and operational support. All hiring decisions are made based on human review and judgment. You may have the right to request human review, provide additional information, or raise questions about how such tools are used.

Culture
At Pegasystems, we foster an environment where people feel valued and empowered to contribute their best.

With global clients across industries and regions, we know our success depends on the unique perspectives, experiences, and talents of our people. Ours is a workplace where everyone can grow, collaborate, and deliver meaningful outcomes. We encourage candidates from all backgrounds and experiences and focus on the core competencies and mindset needed to thrive in a role. As an Equal Opportunity employer, Pegasystems will not discriminate in its employment practices due to an applicant's race, color, religion, sex, sexual orientation, gender identity, national origin, age, genetic information, veteran or disability status, or any other category protected by law. This same mindset shapes how we work, encouraging curiosity, continuous learning, and smarter ways of working with AI. At Pegasystems, we believe the best ideas come from curious people who embrace change, learn continuously, and use AI to work smarter and move faster. Guided by our values, we bring a growth mindset to every challenge and create lasting impact together.

Export Compliance
For positions requiring access to technical data subject to export control regulations such as this, Pegasystems may need to obtain export license approval from the U.S. Government and EU Authorities for certain individuals.
Accommodations
If you require reasonable accommodations under the Americans with Disabilities Act (US only) or comparable regional regulations in completing this application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process,or contact (US only) 1-888-PEGA-NOW and/or 225 Wyman Street Waltham, MA 02451

ATTN:

Benefits.

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It is Pega's policy to engage, recruit, hire, promote, train, discipline, and compensate in all job classifications, without regard to race, color, sex, religion, national origin, age, disability, sexual orientation, gender identity, veteran status, or any other category protected by law.

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