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.

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

About the Team

The RevOps 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, RevOps 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.

TRM Speed

BI & Reporting Infrastructure: Built and deployed a fully automated BI dashboard in Looker within one week, reducing GTM reporting time by 60% and enabling real-time insights for leadership.

Tech Stack & Automation: Optimized Salesforce workflows and integrated CPQ automation in under 48 hours, eliminating manual data entry and accelerating deal approvals by 3x.

Revenue Planning & Strategy: Led a full-scale territory realignment in just three days, ensuring seamless execution and zero downtime for the sales team while improving coverage efficiency.