Job Description
TRM Labs is hiring a Senior Capture Manager 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
6–10+ 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.
As a globally distributed team, members may observe different timezones. However, most of the team will overlap between the hours of 11am - 5pm EST for meetings and collaboration. All team members, regardless of location must have at least 6 hour overlap with EST business hours.
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.