Senior Capture Manager - UK

OpenKrill; United States; On-site; USD 120,000 - 180,000; Full time

Job summary

TRM Labs is seeking a Senior Capture Manager (UK) to drive capture and deal strategy for complex, high-impact public sector opportunities, partnering closely with Sales, Product, Legal, Security, and RevOps. The role emphasizes shaping requirements, drafting compliant proposals, and reducing risk across the deal lifecycle.

You will coordinate across multiple functions, influence pre-RFP decisions, and build scalable templates to improve win probability while maintaining speed and quality in a

Qualifications

• 5–10+ years experience in capture, deal strategy, or complex enterprise/public sector sales support.
• Proven experience influencing outcomes before RFPs are finalized.
• Background supporting complex, bespoke software or data platforms.
• Strong written and verbal communication skills.

Responsibilities

• Own capture strategy for PubSec opportunities globally and strategic public sector deals.
• Engage early in the sales cycle to shape requirements and evaluation criteria.
• Act as a strategic advisor to AEs on deal positioning, ROMs, and proposal framing.
• Lead capture execution for complex opportunities and translate customer intent into compliant proposals.
• Reduce late-stage surprises by identifying risk early and guiding mitigation strategies.
• Serve as a central point of coordination across Sales, Product, Engineering, Legal, Security, IT, Finance & RevOps.

Skills

Capture strategy

Deal execution

Public sector sales

Written communication

Cross-functional collaboration

Job description

BUILD A SAFER WORLD.

TRM Labs provides AI-powered intelligence solutions that help public and private sector agencies investigate and disrupt crime. TRM's platforms enable investigators to trace illicit activity, build cases, and construct operating pictures of threat networks. Leading agencies and businesses worldwide rely on TRM to make the world safer and more secure.

TRM Labs is hiring a Senior Capture Manager (UK) to support our most complex, high-impact deals, with an initial focus on public sector opportunities.

This is not a traditional proposal writer or reactive Deal Desk role. The Senior Capture Manager will operate upstream in the sales cycle, partnering closely with Sales, Product, Legal, Security, and RevOps to shape deal strategy, influence decision criteria, and improve win probability before formal procurement begins.

This role exists to increase quality, speed, and consistency across complex deals — while reducing risk, rework, and late-stage friction.

WHAT YOU’LL DO

Capture & Deal Strategy

• Own capture strategy for PubSec opportunities globally and strategic public sector deals
• Engage early in the sales cycle (pre-RFP where possible) to:
  • Shape requirements and evaluation criteria
  • Influence Statements of Work and procurement language
  • Align pricing, scope, and structure with long-term deal success
• Act as a strategic advisor to AEs on deal positioning, ROMs, and proposal framing

Proposal Quality & Risk Management

• Lead capture execution for complex opportunities:
  • Translate customer intent into compliant, outcome-driven proposals
  • Ensure responses accurately reflect customer needs, constraints, and procurement realities
• Reduce late-stage surprises by identifying risk early and guiding teams through mitigation strategies

Cross-Functional Orchestration

• Serve as a central point of coordination across:
  • Sales
  • Product & Engineering
  • Legal
  • Security & IT
  • Finance & RevOps
• Triage what requires escalation vs. what can be resolved within Deal Desk
• Ensure the right teams are engaged at the right time — no earlier, no later

Enablement & Continuous Improvement

• Build reusable capture templates, artifacts, and best practices
• Codify learnings from wins and losses to improve future deal execution
• Become a subject-matter expert in how TRM wins public sector deals

What Success in the Role Looks Like

• Deals are shaped earlier, not rescued later
• Proposals reflect buyer intent, outcomes, and procurement realities
• Sales experiences faster momentum and fewer blockers
• Proposal quality improves without sacrificing speed
• Win rates increase for complex public sector opportunities

QUALIFICATIONS

• 5–10+ years experience in capture, deal strategy, or complex enterprise/public sector sales support
• Proven experience influencing outcomes before RFPs are finalized
• Background supporting complex, bespoke software or data platforms
• Strong written and verbal communication skills
• Ability to operate calmly across multiple high-stakes, concurrent deals

About the Team:
The RevOps team is truly remote! We practice async communication and collaboration through various methods such as slack channels and documentation (Notion, etc.). It's important to note that the primary method for communication for this role with all relevant stakeholders will be through slack (text, voice notes and video messages across DMs and various channels). Additionally, RevOps is involved in a variety of live recurring meetings throughout the week (~8 hours). A few times a year we'll come together in-person to collaborate, with an opportunity to engage in-person more often if you're near a hub.

TRM Speed

• BI & Reporting Infrastructure: Built and deployed a fully automated BI dashboard in Looker within one week, reducing GTM reporting time by 60% and enabling real-time insights for leadership.
• Tech Stack & Automation: Optimized Salesforce workflows and integrated CPQ automation in under 48 hours, eliminating manual data entry and accelerating deal approvals by 3x.
• Revenue Planning & Strategy: Led a full-scale territory realignment in just three days, ensuring seamless execution and zero downtime for the sales team while improving coverage efficiency.

AI FLUENCY AT TRM

AI fluency is a baseline expectation at TRM.

We believe AI meaningfully changes how top performers operate. We expect every team member to use AI to accelerate and reimagine their craft, not just automate surface tasks.

At TRM, AI fluency means you are among the top 10 percent of operators in your function in how you apply AI to:

• Accelerate repeatable workflows
• Structure and solve problems
• Improve output quality
• Increase speed and leverage

You will be evaluated on applied AI fluency during the interview process.

LIFE AT TRM

We are building a safer world. That promise shows up in how we work every day.

TRM moves FAST. We are a high-velocity, high-ownership team that expects clarity, follow-through, and impact. People who thrive here are energized by hard problems, experimentation, and continuous feedback. If something takes months elsewhere, it will ship here in days.

Our work sits at the intersection of AI, national security, and fighting crime. The problems are complex, the stakes are real, and the environment evolves quickly. The pace and intensity of the work reflect the importance of the mission. As a result, the way we operate requires a high level of ownership, adaptability, collaboration, and creative problem-solving.

At TRM, you should expect:

• Priorities and targets to change quickly
• Operating with a high degree of ambiguity
• A high level of personal ownership and accountability
• Close collaboration across teams and functions
• Frequent, high-touch communication
• Creative problem-solving and out-of-the-box thinking
• A pace that rewards urgency, adaptability, and outcomes

This environment is energizing for people who enjoy building, solving hard problems, and making progress in situations that are not always fully defined. It also requires thriving in ambiguity, adjusting course as new information emerges, and maintaining focus and positivity in a fast-moving and intense e

INTERVIEWING WITH TRM

• Recruiter Intro: Qualifications, motivations, and alignment with the role.
• Hiring Manager: Deep dive into your relevant experience, skills, and impact.
• First Round: 1–2 interviews focused on the skills most critical to the role.
• Final Round: Hands-on case study. This is usually a panel-style session where we go deeper into your craft, problem-solving, and alignment with TRM.
• References: Former colleagues who can provide insight into your work and impact.
• Offer: Congrats! Your recruiter will present the offer and compensation details.
• Welcome to TRM: We're excited to build a safer world with you!

Your recruiter will share your specific interview plan and preparation guidance along the way.