[Hiring] Senior Capture Manager @TRM Labs

Role Description

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

Company Description

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.