Altarum is seeking a Growth & Capture Manager, Government Health to help expand and convert pipeline across federal and state public health markets. This role sits at the center of our growth engine - identifying new opportunities, strengthening pipeline discipline, and translating market insight into measurable revenue. You'll serve as a strategic partner to the VP of Growth, helping to drive the execution of Altarum's growth strategy with exceptional autonomy and business acumen. You'll work closely with account managers and the delivery team to manage client engagement tracking and support identification and capture efforts across sectors including public health, federal, state and local. You'll be part of Altarum's Growth team, where you'll collaborate across divisions to identify, pursue, and win opportunities that advance our mission of improving health for individuals with fewer financial resources and populations disenfranchised by the health care system.
You'll partner closely with the VP of Growth and collaborate across divisions to:
• Generate new pipeline opportunities
• Lead and support capture efforts
• Strengthen growth operations and reporting
• Inform strategic priorities through market intelligence
This is a high-autonomy role for someone who thrives in a hybrid growth environment - equally comfortable building relationships, shaping win strategies, strengthening CRM discipline, and supporting high-value pursuits.
What You'll Do
Business Development & Client Acquisition
Identify and research potential and existing clients across government to expand Altarum's market presence
Initiate outreach campaigns to build a robust pipeline of qualified leads
Leverage industry events, networking, and digital channels to uncover new opportunities
Support tracking of account management client and partner conversations
Capture Management
Own capture operations and reporting, including supporting capture review meetings, ensuring timely and complete capture documentation, and administering the CRM with a focus on upstream pipeline and capture stages
Manage capture planning activities for qualified opportunities, helping to ensure 100% of pursuits that are in active capture have clear win strategies and action plans
Support the advancement of captures (>$1M/year) from identification through proposal submission
Assist in developing and executing demand generation strategies
Collaborate with technical teams to ensure solution alignment with customer needs
Growth Support & Market Intelligence
Support the VP of Growth in achieving aggressive growth targets
Identify new business opportunities and analyze market trends to inform strategic priorities
Conduct competitive intelligence and market research to identify emerging opportunities and inform strategic positioning
Track growth KPIs, OKRs and pipeline metrics, providing regular reporting and insights to leadership
Operations & Strategy
Provide administrative and operational support to the Growth function, including monitoring and supporting reporting and, as needed, project management
Coordinate with Capture, Proposal, and Division leads to ensure a smooth transition from capture management related to either proposal development or demand generation opportunities
Build and maintain growth resources, tools, and processes that drive operational efficiency and create sustainable, repeatable success
Thought Leadership
Contribute to thought leadership content including white papers, marketing materials, responses to public comments and requests for information (RFIs) and LinkedIn posts aligned to pipeline priorities
What You'll Bring
Demonstrated ability to work autonomously, moving quickly from strategy to execution with minimal direction
Proven track record of achieving business development and capture management goals in a federal or state government contracting environment
Deep knowledge of HHS ecosystem, including CMS, NIH, CDC, HRSA, SAMHSA, VA, DHA and/or state Medicaid and public health agencies
Strong leadership presence with the ability to build trusted relationships with delivery teams and senior leaders, including external clients and partners, as needed
Excellent written communication skills, including ability to craft compelling thought leadership and proposal content
Strategic thinking combined with tactical execution - able to see the big picture and drive the details
Strong research and analytical skills with experience translating market intelligence into growth strategies
Experience working effectively in a matrixed environment across multiple divisions and stakeholders
Proficiency with CRM systems (e.g., Zoho) and Microsoft Office 365 (Word, PowerPoint, Excel, Teams) for capture
Proficiency in AI-enabled tools supporting opportunity identification and capture strategy strongly preferred.
Education and Experience
Bachelor's degree with 5+ years of relevant experience in business development, capture management, or growth leadership
Minimum 5 years of experience in federal and/or state government contracting, in health and human services
Experience leading captures for opportunities $3M+ (in a capture, growth or Business Development Analyst role).
Master's degree in public health, healthcare administration, or business preferred.
Work Eligibility & Requirements
Candidates must be currently eligible to work in the United States; sponsorship is not available.
All work must be performed within the continental U.S. for the duration of employment, unless required by contract.
Ability to work core hours aligned with Eastern Time, unless otherwise approved by your manager.
Remote employees must maintain a dedicated, ergonomically appropriate workspace free from distractions, with reliable internet and a mobile device that supports efficient work.
Where You'll Work
Remote (with occasional in-person collaboration days)
If you’re near one of our offices (Arlington, VA; Silver Spring, MD; or Novi, MI), you’ll join us in person one day every other month (6 times per year) for a fun, purpose-driven Collaboration Day. These days are filled with creative energy, meaningful connection, and team brainstorming!
Non-local employees may be asked to join us on these days at an approved co-working space.
Altarum is a nonprofit organization focused on improving the health of individuals with fewer financial resources and populations disenfranchised by the health care system. We work primarily on behalf of federal and state governments to design and implement solutions that achieve measurable results. We combine our expertise in public health and health care delivery with technology development and implementation, practice transformation, training and technical assistance, quality improvement, data analytics, and applied research and evaluation. Our innovative solutions and proven processes lead to better value and health for all.
Altarum is an equal opportunity employer that provides employment and opportunities to all qualified employees and applicants without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, or any other characteristic protected by applicable law.
