Senior Capture Manager - UK

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.

Application Instructions

If you’re interested in joining TRM, we encourage you to apply directly. Every application is reviewed by our Talent team.

Before applying, review the job description carefully and highlight the experience and impact that best demonstrate the required qualifications. Please also provide thoughtful and accurate answers to the application questions, as these will be used to evaluate your skills and qualifications for the role.

If you send your resume directly to someone at TRM, we can’t guarantee it will reach the appropriate hiring team. Applying directly is the best way to ensure your application will be considered.

Interviewing with TRM

Our process is designed to understand how you think, solve problems, and deliver impact, while allowing you to evaluate TRM. Most interview processes include a case study, an AI skills assessment, and a Leadership Principles interview.

Recruiter Intro: Qualifications, motivations, and alignment with the role.

Hiring Manager: Deep dive into your relevant experience, skills, and impact.

First Round: 1–2 interviews focused on the skills most critical to the role.

Final Round: Hands-on case study. This is usually a panel-style session where we go deeper into your craft, problem-solving, and alignment with TRM.

References: Former colleagues who can provide insight into your work and impact.

Offer: Congrats! Your recruiter will present the offer and compensation details.

Welcome to TRM: We're excited to build a safer world with you!

Your recruiter will share your specific interview plan and preparation guidance along the way.

AI Fluency at TRM

AI fluency is a baseline expectation at TRM.

We believe AI meaningfully changes how top performers operate. We expect every team member to use AI to accelerate and reimagine their craft, not just automate surface tasks.

At TRM, AI fluency means you are among the top 10 percent of operators in your function in how you apply AI to:

Accelerate repeatable workflows

Structure and solve problems

Improve output quality

Increase speed and leverage

You will be evaluated on applied AI fluency during the interview process.

Life at TRM

We are building a safer world. That promise shows up in how we work every day.

TRM moves FAST. We are a high-velocity, high-ownership team that expects clarity, follow-through, and impact. People who thrive here are energized by hard problems, experimentation, and continuous feedback. If something takes months elsewhere, it will ship here in days.

Our work sits at the intersection of AI, national security, and fighting crime. The problems are complex, the stakes are real, and the environment evolves quickly. The pace and intensity of the work reflect the importance of the mission. As a result, the way we operate requires a high level of ownership, adaptability, collaboration, and creative problem-solving.

At TRM, you should expect:

Priorities and targets to change quickly

Operating with a high degree of ambiguity

A high level of personal ownership and accountability

Close collaboration across teams and functions

Frequent, high-touch communication

Creative problem-solving and out-of-the-box thinking

A pace that rewards urgency, adaptability, and outcomes

This environment is energizing for people who enjoy building, solving hard problems, and making progress in situations that are not always fully defined. It also requires thriving in ambiguity, adjusting course as new information emerges, and maintaining focus and positivity in a fast-moving and intense environment.

We also recognize that this style of operating is not for everyone. If you are primarily optimizing for