Senior Capture Manager – UK

Jobicy; United States; Hybrid; USD 120,000 - 180,000; Full time

Job summary

TRM Labs is seeking a Senior Capture Manager (UK) to drive capture strategy and proposal quality for the most complex public sector opportunities. You will collaborate with Sales, Product, Legal, Security, and RevOps to shape requirements and pricing, and to improve win probability before procurement begins.

The role emphasizes upstream influence, risk reduction, and efficient deal execution across global PubSec 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.

Responsibilities

• Own capture strategy for PubSec opportunities globally and strategic public sector deals.
• Shape requirements and evaluation criteria early in the sales cycle.
• Lead capture execution for complex opportunities with compliant, outcome-driven proposals.
• Coordinate across Sales, Product & Engineering, Legal, Security & IT, Finance & RevOps.
• Build reusable capture templates and codify learnings from wins and losses to improve future deals.

Skills

Capture strategy

Deal strategy

Public sector sales

Cross-functional coordination

Proposal framing

ROMs / pricing alignment

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.

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 Mission

At 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.

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