Senior Capture Manager - UK
Job description
Senior Capture Manager (UK) at TRM Labs, owning capture strategy for complex public sector and strategic deals, shaping opportunities before formal procurement begins. The role partners with Sales, Product, Legal, Security, and RevOps to improve win probability and reduce late-stage friction.
At a glance
- Work mode
- Remote · United Kingdom
What you'll do
- 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, and align pricing, scope, and structure with long-term deal success
- Act as a strategic advisor to AEs on deal positioning, ROMs, and proposal framing
- Lead capture execution for complex opportunities: translate customer intent into compliant, outcome-driven proposals and ensure responses accurately reflect customer needs, constraints, and procurement realities
- Reduce late-stage surprises by identifying risk early and guiding teams through mitigation strategies
- Serve as a central point of coordination across Sales, Product & Engineering, Legal, Security & IT, and Finance & RevOps
- Triage what requires escalation vs. what can be resolved within Deal Desk
- Ensure the right teams are engaged at the right time
- 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 we're looking for
- 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
Your team
RevOps
The RevOps team is truly remote, practicing async communication and collaboration through Slack and documentation (Notion, etc.); primary communication is via Slack (text, voice notes, video messages), with ~8 hours of live recurring meetings per week and a few in-person gatherings per year.
How to get hired
- 1Recruiter Intro: Qualifications, motivations, and alignment with the role
- 2Hiring Manager: Deep dive into relevant experience, skills, and impact
- 3First Round: 1–2 interviews focused on the skills most critical to the role
- 4Final Round: Hands-on case study, usually a panel-style session going deeper into craft, problem-solving, and alignment with TRM
- 5References: Former colleagues who can provide insight into your work and impact
- 6Offer: Recruiter presents the offer and compensation details
Apply
About TRM Labs
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.
Mission
Build a safer world by helping public and private sector agencies investigate and disrupt crime.
Key facts
- San Francisco
- AI-powered intelligence solutions
- Series C company with $220M in total funding
- Backed by Goldman Sachs, Bessemer, Y Combinator, Thoma Bravo, and others
- Distributed-first company with hubs in Los Angeles, San Francisco, New York, Washington D.C., London, and Singapore
Partners & customers
What they value
- Impact-Oriented Trailblazer
- Master Craftsperson
- Inspiring Colleague