About this role
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 runs fast. Really fast. We’re a high‑velocity, high‑ownership team that expects clarity, follow‑through, and impact. People who thrive here are energized by hard problems, experimentation, and direct feedback. If something takes months elsewhere, it often ships here in days.
That pace isn’t for everyone. 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.
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.
Learn more: Interviewing at TRM: How We Hire and What Success Looks Like
The impact you will have
This work has real stakes. Depending on your role at TRM, your week might look like:
- 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.
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.
Recruitment agencies
TRM Labs does not accept unsolicited agency resumes. Please do not forward resumes to TRM employees. TRM Labs is not responsible for any fees related to unsolicited resumes and will not pay fees to any third-party agency or company without a signed agreement.
Privacy Policy and Additional Information
By submitting your application, you are agreeing to allow TRM to process your personal information in accordance with the TRM Privacy Policy.
Our typical hiring cycles for specialized roles span 24 to 36 months. Accordingly, we retain your personal information for up to 36 months to evaluate your application and to consider you for current and future employment opportunities, unless you request earlier deletion or a different retention period is required or permitted by law.
To notify TRM Labs that you believe this job posting is non-compliant, please submit a report through this form. No response will be provided to inquiries unrelated to job posting compliance.
We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this form.
Learn More: Company Values | Interviewing | FAQs
About TRM Labs
We're looking for team members who love building from the ground up and want to work hard in a fast-paced and ambitious environment. We are remote-first, with exceptionally talented team members located around the world. If you like solving tough problems quickly and seeing your work improve the lives of billions of people, we want you at TRM.
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