Capture Manager
Build a Safer World.
TRM Labs provides blockchain analytics and AI solutions to help law enforcement and national security agencies, financial institutions, and cryptocurrency businesses detect, investigate, and disrupt crypto-related fraud and financial crime. TRM’s blockchain intelligence and AI platforms include solutions to trace the source and destination of funds, identify illicit activity, build cases, and construct an operating picture of threats. TRM is trusted by leading agencies and businesses worldwide who rely on TRM to enable a safer, more secure world for all.
TRM Labs is hiring a Senior Capture Manager 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
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 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.
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 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.
Life at TRM
We are building a safer world. That promise shows up in how we work every day.
TRM moves quickly. 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 financial 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 as we experiment and iterate
Work that often requires 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 comfort navigating 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 predictability or a consistently balanced workload, we encourage you to use the interview process to pressure test whether this environment is truly the right fit. We want teammates who thrive here, not just survive here.
At the same time, many people find this work deeply rewarding. If you are excited by meaningful problems, motivated by ambitious goals, and energized by working alongside mission-driven colleagues, there is a good chance you will find TRM to be an exceptional place to grow and contribute. Learn more: Interviewing at TRM: How We Hire and What Success Looks Like
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.
Leadership Principles
We hire and grow against three leadership principles. They’re the standards for how we operate, treat each other, and make decisions.
Impact-Oriented Trailblazer: We put customers first and move with speed, focus, and adaptability. We treat every plan like an experiment – test, ship, measure, and iterate quickly.
Master Craftsperson: We care deeply about our craft. We balance speed with high standards, own outcomes end‑to‑end, and invest in getting better everyday.
Inspiring Colleague: We add clarity and energy, not noise. We bring humility, candor, and a one‑team mindset — giving and receiving feedback to make the team stronger.
Join our Mission
At TRM we care deeply about our craft. We are looking for individuals who want their work to matter, who experiment with speed and rigor, and who take pride in building a safer world for billions of people. If you’re excited by TRM’s mission but don’t check every box, we encourage you to apply — we hire for slope, judgment, and the will to learn fast.
TRM is a Series C company with $220M in total funding, backed by Blockchain Capital, Goldman Sachs, Bessemer, Y Combinator, Thoma Bravo, and others. Headquartered in San Francisco, TRM operates as a distributed-first company with hubs in Los Angeles, San Francisco, New York, Washington D.C., London, and Singapore.
Privacy Policy and Additional Information
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