TRM is a blockchain intelligence company that’s on a mission to build a safer world 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.
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 DoCapture & 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
- 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.
We build to protect civilization. That promise shows up in how we work every day.
TRM runs fast. Really fast. We’re a high-velocity team that expects ownership, clarity, and follow-through. People who thrive here are inspired by hard problems, experimentation, direct feedback. If it takes months elsewhere, it often ships here in days. If you are optimizing primarily for consistent work-life balance, use the interview process to pressure-test fit. We want teammates who thrive here, not just survive here.
We coach directly, assume positive intent, and play for the front of the jersey.
Leadership Principles- Impact-Oriented Trailblazer: We put customers first, driving for speed, focus, and adaptability.
- Master Craftsperson: We prioritize speed, high standards, and distributed ownership.
- Inspiring Colleague: We value humility, candor, and a one-team mindset.
Want to learn more about how we interview at TRM Labs? Check out more about our leadership principles and hiring process here.
What You’ll Do HereThis work has teeth. At TRM, your week might include:
- Driving critical investigations that can’t wait for typical business hours.
- Shipping products in days when others would schedule quarters.
- Partnering with teams across time zones to deliver insights while the story is still unfolding.
- Building new solutions from first principles when the playbook doesn’t yet exist.
- Protecting victims and customers by tracing illicit activity and disrupting criminal networks.
We look for people who want their work to matter, who build with speed and rigor, and who take pride in protecting others through their craft. If you’re excited by TRM’s mission but don’t check every box, apply anyway. We hire for slope, judgment, and the will to learn fast.
Build to protect civilization. Let’s do it together.
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What We Do
TRM Labs is a blockchain intelligence company that helps financial institutions, crypto businesses and government agencies detect and investigate crypto-related financial crime and fraud. Every day, we tackle challenges in data engineering, data science, and threat intelligence to advance our mission to build a safer financial system for billions of people.
We have raised over $79M from JPMorgan Chase, Visa, Citi, PayPal, Block, Initialized Capital, Tiger Global, Bessemer, and Y Combinator.
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