Senior Capture Manager

Build to Protect Civilization

TRM is a blockchain intelligence company that’s on a mission to build a safer financial system for billions of people. We’re a lean, high-impact team tackling some of the world’s most critical challenges, ranging from human trafficking and financial fraud to terrorist financing. We are builders who power governments, financial institutions, and crypto companies when the clock is running and the consequences are real.

This is why every TRMer is a bet on our future and has the power to change our trajectory.

TRM Labs is hiring a Senior Capture Manager to support our most complex, high-impact deals, with an initial focus on public sector opportunities
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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 Rev Ops to shape deal strategy, influence decision criteria, and improve win probability before formal procurement begins
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This role exists to increase quality, speed, and consistency across complex deals — while reducing risk, rework, and late-stage friction.

Capture & Deal Strategy

• Own capture strategy for Pub Sec 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 & Rev Ops
• 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

• 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 Rev Ops 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, Rev Ops 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…