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TRM Labs is seeking a Capture and Proposals Associate to build and scale the company's proposal and capture function. You will work at the intersection of sales, deal management, and delivery, supporting government, law enforcement, and financial institution clients through formal procurement processes, security reviews, and RFPs.
In this role, you will own proposal execution end-to-end on standard-tier pursuits, including responses, compliance matrices, portal Q&A, and submission. You will build the response engine—agentic tooling that drafts and manages responses from approved source material—enabling the desk to scale through leverage rather than headcount. You will develop and maintain the answer library and playbook so that questions answered once are never researched twice, and new pursuits start from existing knowledge rather than blank pages.
You will orchestrate cross-functional work, sequencing Product, Legal, Security, Pricing, and Customer Success teams to ensure complex pursuits converge on submission dates. You will run gate reviews, after-action reviews, and maintain an AI-supported knowledge base that makes each successive bid faster and cheaper than the last. Over time, you will sharpen win strategy by researching customers, competitors, and requirements, helping shape pursuits before RFPs are finalized.
The ideal candidate is an exceptional writer who makes complex material clear and answers requirements as written. You are genuinely AI-fluent—already building with these tools, knowing which parts models should never own, and distinguishing right answers from ones that merely read well. You are sharp, curious, and fast on ambiguous problems; highly organized under real deadlines; and strong at coordinating senior stakeholders who do not report to you. You are excited to build something new and own it as it grows.
Nice-to-have experience includes capture, proposals, bids, or RFP responses in commercial or public-sector government contracting; familiarity with blockchain, crypto, fintech, compliance, national security, or law enforcement; APMP membership; or additional languages.
The team is small and high-standard, working directly with the Capture Director, Head of Global Deal Desk, regional VPs, account directors, and cross-functional partners. Work is intellectually demanding: shaping pursuits before RFPs exist and turning correct answers into compelling ones under scored processes. The role offers a clear path to shaping and running larger pursuits as the function grows.
TRM operates with distributed, global, remote-first rhythms. The working day is set by live submissions rather than a single office. There is no on-call rotation or weekend expectation; submission weeks have peaks managed within the week. Communication is async-first via Slack and Notion, with sync coordination around live pursuits. Major tenders of 500+ questions move from intake to first full draft in five working days; mid-size RFPs are returned within five business days; sole-source letters or pricing narratives within 24 hours.
