Senior Capture Manager - UK
Apply on TRM Labs’s site Posted 4d ago · via Ashby
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.
APPLICATION INSTRUCTIONS
If you’re interested in joining TRM, we encourage you to apply directly. Every application is reviewed by our Talent team.
Before applying, review the job description carefully and highlight the experience and impact that best demonstrate the required qualifications. Please also provide thoughtful and accurate answers to the application questions, as these will be used to evaluate your qualifications for the role.
If you send your resume directly to someone at TRM, we can’t guarantee it will reach the appropriate hiring team. Applying directly is the best way to ensure you’re considered.
WHAT TO EXPECT FROM OUR INTERVIEW PROCESS
Our process is designed to understand how you think, solve problems, and deliver impact, while giving you the opportunity to evaluate TRM. Most interview processes include a case study, AI skills assessment, and Leadership Principles interview.
- Recruiter Intro: Explore your experience, motivations, and alignment with the role.
- Hiring Manager: Dive deeper into your relevant experience, skills, and impact.
- First Round: Typically 1–2 interviews focused on the skills most critical to the role.
- Final Round: Meet some of the people you'd be working with. This is usually a panel-style session where we go deeper on your craft, problem-solving, and alignment with TRM.
- References: We’ll speak with former colleagues who can provide perspective on your work and impact.
- Offer: If it’s a mutual fit, your recruiter will walk you through your offer and answer your questions.
- Welcome to TRM: Once you sign, we’ll get you ready for y
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