Senior Capture Manager - UK

TRM Labs; EE. UU.; A distancia; USD 120.000 - 180.000; Jornada completa

Descripción de la vacante

TRM Labs is hiring a Senior Capture Manager (UK) to lead capture and deal strategy for complex public sector opportunities globally. The role partners with Sales, Product, Legal, Security, and RevOps to shape requirements, proposals, and procurement language before formal procurement begins.

The ideal candidate has 5–10+ years in capture or complex enterprise/public sector sales, with strong communication skills and a track record of influencing outcomes pre-RFP.

Formación

• 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.

Responsabilidades

• Own capture strategy for PubSec opportunities globally and strategic public sector deals.
• Engage early in the sales cycle to shape requirements and evaluation criteria; align pricing, scope, and structure with deal success.
• Translate customer intent into compliant, outcome-driven proposals and manage risk with mitigation strategies.
• Coordinate across Sales, Product, Legal, Security, IT, Finance & RevOps; escalate as needed.

Conocimientos

Capture strategy

Deal strategy

Public sector sales

Cross-functional

Proposal writing

Herramientas

Salesforce

CPQ

Descripción del empleo

Build a Safer World.the company 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.

the company 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 TRMWe 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 environment.

We also recognize that this style of operating is not for everyone. If you are primarily optimizing for predictability or a consistently balanced workload, we encourage you to use the interview process to pressure-test whether this environment is truly the right fit. We want teammates who thrive here, not just survive here.

If you are excited by meaningful problems, motivated by ambitious goals, and energized by working alongside mission-driven colleagues, there is a good chance you will find TRM to be an exceptional place to grow and contribute.

Leadership Principles

• Impact-Oriented Trailblazer: We put customers first and move with speed, focus, and adaptability. We treat every plan like an experiment – test, ship, measure, and iterate quickly.
• Master Craftsperson: We care deeply about our craft. We balance speed with high standards, own outcomes end‑to‑end, and invest in getting better everyday.
• Inspiring Colleague: We add clarity and energy, not noise. We bring humility, candor, and a one‑team mindset — giving and receiving feedback to make the team stronger.

Join our MissionAt TRM, we care deeply about our craft. We are looking for individuals who want their work to matter, who experiment with speed and rigor, and who take pride in building a safer world for billions of people. If you’re excited by TRM’s mission but don’t check every box, we encourage you to apply — we hire for slope, judgment, and the will to learn fast.

TRM is a Series C company with $220M in total funding, backed by Goldman Sachs, Bessemer, Y Combinator, Thoma Bravo, and others. Headquartered in San Francisco, TRM operates as a distributed-first company with hubs in Los Angeles, San Francisco, New York, Washington D.C., London, and Singapore.

Privacy Policy and Additional InformationBy submitting your application, you agree to allow the company to process your personal information in accordance with our Privacy Policy.

We collect the information you provide (such as your resume, work history, and contact details) solely for the purpose of evaluating your candidacy for current and future roles at TRM.

Because our hiring cycles for certain positions may span 24 to 36 months, we retain your personal information for up to 36 months from the date of your application. After that period, your data is deleted unless a different retention period is required or permitted by law.

If you are located in the European Economic Area, the United Kingdom, or another jurisdiction with applicable data protection laws, you have the right to access, correct, or request deletion of your personal data at any time before that period ends. To exercise any of these rights, contact us at [e-mail].

To notify the company that you believe this job posting is non‑compliant, please submit a report through this form. No response will be provided to inquiries unrelated to job posting compliance.

The use of AI tools of any kind (including but not limited to notetakers, interview assistants, and real-time coaching tools such as Otter.ai, Fireflies, Fathom, Cluey, or similar) during TRM interviews is not permitted without prior approval from TRM. TRM uses its own internal tools for note‑taking to ensure a consistent and confidential experience for all candidates.

We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this form.