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TRM Labs is hiring a Senior Capture Manager to support complex, high-impact deals with an initial focus on public sector opportunities. This is a strategic role that operates 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.
Key Responsibilities:
Capture & Deal Strategy: Own capture strategy for public sector 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, and align pricing, scope, and structure with long-term deal success. Act as a strategic advisor to Account Executives on deal positioning, ROMs, and proposal framing.
Proposal Quality & Risk Management: Lead capture execution for complex opportunities by translating 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, and Finance & RevOps. Triage what requires escalation versus what can be resolved within Deal Desk. Ensure the right teams are engaged at the right time.
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.
Success in the role means deals are shaped earlier rather than rescued later, proposals reflect buyer intent and procurement realities, sales experiences faster momentum and fewer blockers, proposal quality improves without sacrificing speed, and win rates increase for complex public sector opportunities.
The RevOps team is truly remote and practices async communication through Slack, Notion, and documentation. Primary communication with stakeholders will be through Slack (text, voice notes, and video messages). RevOps is involved in approximately 8 hours of live recurring meetings throughout the week. A few times per year the team comes together in-person to collaborate, with opportunities to engage in-person more often if located near a hub.
TRM Labs 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. The company provides AI-powered intelligence solutions that help public and private sector agencies investigate and disrupt crime.
Qualifications:
- 5–10+ years of 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 expected: ability to apply AI to accelerate workflows, structure and solve problems, improve output quality, and increase speed and leverage
