Senior Capture Manager
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Job Description
Senior Capture Manager shaping complex public-sector deals for TRM Labs’ AI-powered intelligence platforms. Influencing procurement strategy, proposal quality, and win rates before formal RFPs.
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
- Influence Statements of Work and procurement language
- Align pricing, scope, and structure with long-term deal success
- Advise Account Executives on deal positioning, ROMs, and proposal framing
- Lead capture execution for complex opportunities
- Translate customer intent into compliant, outcome-driven proposals
- Ensure responses reflect customer needs, constraints, and procurement realities
- Identify risks early and guide mitigation strategies
- Coordinate Sales, Product & Engineering, Legal, Security & IT, Finance, and RevOps
- Triage escalations and resolve issues within Deal Desk where appropriate
- 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
Requirements:
- 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
- AI fluency, including applying AI to accelerate workflows, structure and solve problems, improve output quality, and increase speed and leverage
- Ability to work in a high-intensity, high-ownership environment
- Comfort operating with ambiguity, adapting to changing priorities, and maintaining focus in a fast-moving environment
Benefits:
- Truly remote work
- Async communication and collaboration
- Opportunity to collaborate in person a few times a year
- Opportunity for more frequent in-person collaboration if near a hub
- Competitive benefits, wellness programs, and time away from work, varying by country and local employment requirements
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