Jairo Castro-Rivera
Arlington
Summary
Growth and Capture professional with experience leading the pursuit of federal IT, cybersecurity, cloud, AI/ML, digital modernization, acquisition support, data analytics, and professional services opportunities across the Civilian and Defense sectors. Experienced managing the full opportunity lifecycle from market intelligence and customer engagement through capture strategy, teaming, proposal development, pricing coordination, and submission. Skilled at translating complex federal requirements into winning strategies, building strategic partnerships, conducting competitive intelligence, and collaborating across executive leadership, technical SMEs, recruiters, pricing teams, and proposal managers to deliver highly competitive proposals. Supports opportunities across Department of the Air Force, Department of Homeland Security, Department of the Treasury, Department of Health and Human Services.
Overview
12
12
years of professional experience
Work History
Growth Manager (Federal Business Development & Capture)
SD Solutions, LLC
Arlington, VA
02.2025 - Current
- Lead the full federal business development and capture lifecycle for strategic opportunities ranging from $500K to over $100M across Civilian and Defense agencies.
- Manage a high-value pipeline supporting cybersecurity, cloud, AI/ML, digital modernization, acquisition support, program management, facilities, and data analytics opportunities.
- Develop capture strategies, win themes, competitive positioning, and solution approaches for GSA OASIS+, CIO-SP3, STARS III, MAS, and other contract vehicles.
- Perform comprehensive solicitation analysis, translating Statements of Work, evaluation criteria, and proposal instructions into actionable compliance matrices and proposal strategies.
- Author and review Technical Approaches, Management Approaches, Transition Plans, Staffing Plans, Corporate Experience narratives, executive summaries, and responses to Government evaluation criteria.
- Conduct competitive intelligence using GovWin IQ, SAM.gov, FPDS, USASpending, agency forecasts, and market research to evaluate incumbents, competitors, contract history, and acquisition strategies.
- Lead teaming strategy and partner engagement with large and small businesses, negotiate teaming relationships, and assess capability alignment.
- Coordinate key personnel recruiting, resume tailoring, letters of commitment, and staffing strategies for competitive proposals.
- Build relationships with government executives, contracting officers, program managers, industry partners, and OEMs through conferences, industry days, and targeted outreach.
- Advise executive leadership on bid/no-bid decisions, opportunity qualification, pipeline prioritization, and growth strategy.
Business Opportunity & Capture Specialist
HumanTouch, LLC
McLean, VA
07.2023 - 02.2025
- Supported the full federal business development lifecycle by identifying, qualifying, and tracking strategic opportunities across Civilian and Defense agencies using GovWin IQ, SAM.gov, agency forecasts, and market research.
- Conducted opportunity qualification, customer research, acquisition analysis, and competitive intelligence to support executive bid/no-bid decisions and long-term account planning.
- Worked closely with Capture Managers, Solution Architects, Proposal Managers, and Business Development Executives to develop pre-RFP positioning strategies and improve win probability.
- Researched incumbent contractors, contract vehicles, recompete schedules, agency priorities, procurement history, and competitive landscapes using FPDS, USASpending, and publicly available acquisition data.
- Coordinated teaming activities with large and small business partners by supporting capability assessments, NDAs, teaming agreements, and partner evaluations.
- Supported technical proposal development by drafting executive summaries, corporate experience narratives, management approaches, past performance sections, resumes, staffing documentation, and compliance matrices.
- Collaborated across recruiting, contracts, pricing, and technical delivery teams to coordinate proposal resources and staffing strategies.
- Contributed to HumanTouch's successful award of the $195 million NIH NIAID Help Desk Support Services contract by supporting capture planning, proposal development, compliance reviews, and proposal coordination.
Relationship Manager
Sahouri Insurance Agency
McLean, VA
01.2023 - 07.2023
- Managed a portfolio of commercial and high-net-worth clients by developing customized risk management solutions, strengthening client relationships, and achieving a 98% customer retention rate.
- Consulted with business owners and executives to assess operational risks, develop tailored coverage strategies, and negotiate policy solutions that aligned with organizational objectives.
- Generated new business through strategic networking, referrals, and relationship management while collaborating with internal stakeholders to deliver responsive, client-focused service.
Insurance Advisor / Senior Account Executive
Apple Federal Credit Union
Fairfax, VA
07.2016 - 01.2023
- Consistently exceeded sales and business development goals by generating more than $400,000 in annual premium revenue and developing over 90 new client accounts per quarter.
- Built trusted relationships with members by conducting comprehensive financial and insurance consultations, identifying client needs, and recommending long-term risk management solutions.
- Partnered with branch leadership to develop referral programs, deliver employee training, and improve cross-functional collaboration, resulting in increased lead generation and customer engagement.
Member Service Representative
Northwest Federal Credit Union
Herndon, VA
01.2015 - 05.2016
- Delivered high-quality financial services in a fast-paced environment by assisting members with account management, lending, and financial product solutions while maintaining exceptional customer satisfaction.
- Identified opportunities to deepen member relationships through consultative recommendations of financial products and services that aligned with individual needs and organizational goals.
- Maintained a Secret Security Clearance while adhering to strict security protocols, regulatory requirements, and confidentiality standards when handling sensitive financial information.
Education
Bachelor of Science - Government & International Politics
George Mason University
Skills
- Federal Growth Strategy
- Capture Management
- Business Development
- Proposal Management
- Technical Proposal Writing
- Win Strategy Development
- Competitive Intelligence
- Opportunity Qualification
- Teaming Strategy
- Customer Engagement
- Pipeline Management
- FAR-based Procurements
- GovWin IQ
- SAMgov
- FPDS
- USASpending
- Microsoft 365
- SharePoint
- Power BI
Timeline
Growth Manager (Federal Business Development & Capture)
SD Solutions, LLC
02.2025 - Current
Business Opportunity & Capture Specialist
HumanTouch, LLC
07.2023 - 02.2025
Relationship Manager
Sahouri Insurance Agency
01.2023 - 07.2023
Insurance Advisor / Senior Account Executive
Apple Federal Credit Union
07.2016 - 01.2023
Member Service Representative
Northwest Federal Credit Union
01.2015 - 05.2016
Bachelor of Science - Government & International Politics
George Mason University
COMMUNITY & LEADERSHIP
ACT-IAC Voyagers Program 2026, ACT-IAC Rookie of the Year (2024), Soccer Coach: Annandale Boys & Girls Club, Chair of the Fairfax County Latino Caucus, Food Creator: @DCJungleBook