The Role
The Proposal Strategy Senior Manager will lead Veho's commercial pursuit strategy, manage enterprise proposals, and enhance win rates through strategic pricing and negotiations. Responsibilities include developing win strategies, advising on deal structures, and building proposal frameworks.
Summary Generated by Built In
Role Overview
The Proposal Strategy Senior Manager will own Veho's commercial pursuit strategy from first signal to signed contract. This person will bring the process and infrastructure to know what wins enterprise deals — not just what fills out an RFP response — and the operational discipline to make that judgment repeatable and scalable.
This role sits at the intersection of sales strategy, pricing, and commercial solutions, with direct visibility into Veho's most important growth opportunities. Commercial leadership turns to this person when the stakes are highest: a complex negotiation, a re-bid after a loss, a non-standard deal structure that needs a creative solution. The role reports to the Sr. Director of Revenue Operations & Strategy with a dotted line to the CRO, and partners closely with Strategic Finance & Pricing on deal economics.
The strongest candidates will bring sharp commercial instinct developed across complex B2B selling environments — whether in logistics, enterprise technology, utilities, government contracting, or other sectors where formal procurement and multi-round competitive bids are the norm. Industry background matters less than the ability to quickly develop fluency in what drives value for Veho's customers and what makes Veho's offering genuinely differentiated.
• Serve as Veho's strategic lead on all enterprise pursuits — shaping how we position our network, technology, and service model to win against incumbent carriers and competing bids.
• Develop and own win strategies for every active RFP: identify the buyer's real decision criteria, assess Veho's competitive position honestly, and craft a submission that addresses both — not one that just answers the questions asked.
• Introduce capture management discipline: engage with AEs and CSMs before RFPs are issued to build relationships with the buyer, shape requirements where possible, and develop win themes before the formal solicitation clock starts.
• Work alongside sellers post-submission to maintain momentum, address buyer concerns, and position Veho for award and future expansion.
• Set win rate targets, track performance across bid cycles, and report trends to commercial leadership with clear, opinionated recommendations.
• Develop a deep understanding of Veho's unit economics, margin structure, and network capabilities — and use that fluency to advise on which deals are worth pursuing, at what price, and on what terms.
• Be the voice in the room that connects deal structure to business outcomes: when a seller wants to offer a concession, you know whether it moves the needle for the customer and what it costs Veho to give it.
• Partner with Strategic Finance & Pricing to translate margin thresholds and pricing models into deal guidance sellers can apply quickly and confidently in live negotiations.
• Bring a point of view on competitive positioning: understand how Veho stacks up against FedEx, UPS, OnTtrack, GoFo, and other regional carriers on the dimensions that enterprise buyers actually care about — and build that intelligence into every submission.
• Advise commercial leadership on structural patterns in wins and losses — not just reporting what happened, but recommending what to change and why.
• Own Veho's commercial negotiation framework: develop term positions, discount guardrails, and escalation thresholds that give sellers a principled, fast foundation for enterprise negotiations.
• Serve as the strategic escalation point for complex or non-standard deal requests — advising on alternative structures that protect margin while advancing deal velocity.
• Develop standard proposal frameworks by customer segment (Retail, 3PL, Healthcare, Enterprise) that reflect how different buyers make decisions and what they care most about.
• Coordinate cross-functional deal reviews with Finance, Legal, and Operations — ensuring enterprise commitments are commercially sound and operationally deliverable.
• Maintain Veho's approved commercial language library and contract term positions in partnership with Legal and Finance.
• Build a structured win/loss debrief process that captures honest feedback after every enterprise cycle — from buyers where possible, from internal teams always.
• Synthesize patterns across wins and losses into actionable intelligence: what pricing signals are moving buyers, where Veho is losing on operational credibility, which competitive narratives are landing.
• Ensure every subsequent submission is demonstrably better than the last — with a documented iteration log that shows how intelligence is being applied.
• Develop a segment-specific RFP playbook that encodes Veho's best thinking on competitive positioning, pricing strategy, and negotiation levers — and update it continuously as the market evolves.
• Build the commercial infrastructure that allows Veho's enterprise sales motion to scale: proposal frameworks, negotiation matrices, content libraries, and approval workflows that make every seller faster and every submission stronger.
• Instrument the Deal Desk with the data needed to track proposal quality, deal velocity, and win/loss trends — and surface those insights proactively to leadership.
• Use AI tools (including Claude) to accelerate proposal development and competitive research — applying strategic judgment to elevate output quality beyond what automation alone produces.
• Build SOPs and documentation that allow Veho to compete in a higher volume of enterprise bids without proportional growth in sales headcount.
Required
• 5+ years in a role where you owned commercial outcomes — deal desk, capture management, proposal strategy, commercial strategy, or enterprise sales operations in a complex B2B environment.
• A demonstrable track record of improving win rates: you can speak specifically to how your submissions and deal strategies got better over time, what you learned from losses, and what changed as a result.
• Strong commercial judgment: you understand deal economics, margin trade-offs, and competitive positioning — not just proposal mechanics.
• Experience owning the full pursuit lifecycle — from pre-RFP capture strategy through pricing, submission, negotiation, debrief, and re-bid.
• Exceptional written communication: the ability to translate complex operational capabilities into buyer-centric narratives that are clear, credible, and compelling.
• Cross-functional fluency: you have built trust with Finance, Legal, and Sales at the same time, and you know how to align them without slowing deals down.
• Salesforce proficiency; experience with pipeline reporting, deal tracking, and commercial approval workflows.
• Experience in logistics, last-mile delivery, parcel, supply chain, or enterprise technology — or a clear pattern of developing deep domain fluency quickly when entering a new industry.
• Familiarity with procurement-driven buying processes at large retailers, brands, or enterprise shippers; experience with RFP portals (Coupa, Ariba, MySourcing).
• Experience building a proposal or pursuit function from scratch — you have been the founder of a process, not just a participant in one.
CompensationThe base pay range for this role is $165,000 – $180,000 per year.
Skills Required
- 5+ years in commercial outcomes roles
- Track record of improving win rates
- Strong commercial judgment
- Experience with full pursuit lifecycle
- Exceptional written communication skills
- Cross-functional fluency with Finance, Legal, Sales
- Salesforce proficiency
- Experience in logistics or supply chain (preferred)
- Familiarity with procurement processes and RFP portals (preferred)
- Experience in building proposal functions from scratch (preferred)
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The Company
What We Do
Built for the age of e-commerce, Veho is an end-to-end delivery service that puts customer experience in the center. Our network of professional and qualified flexible drivers, powered by our proprietary technology, allows any brand to delight customers like never before. We help our customers cut their shipping costs, gain full visibility into all of their shipments, and build customer loyalty with an incredible shipping experience. Welcome to package delivery, reinvented.
