Senior Capture Manager
About the Role
You will engage early in the sales cycle to shape requirements, influence statements of work and procurement language, and align pricing and scope with long-term deal success. You will act as a strategic advisor to account executives, lead capture execution for complex opportunities, and translate customer intent into compliant, outcome-driven proposals. You will identify and mitigate risks to reduce late-stage surprises, coordinate cross-functional stakeholders (Sales, Product, Legal, Security, Finance, RevOps), triage escalations, and build reusable capture templates and artifacts. You will codify learnings from wins and losses and become a subject-matter expert in winning public sector deals.
Requirements
- 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
Responsibilities
- Own capture strategy for public sector opportunities
- Engage early in the sales cycle to shape requirements and evaluation criteria
- Influence statements of work and procurement language
- Align pricing, scope, and deal structure with long-term success
- Advise account executives on deal positioning and proposal framing
- Translate customer intent into compliant outcome-driven proposals
- Identify risks early and guide mitigation strategies
- Coordinate cross-functional stakeholders across Sales Product Legal Security Finance and RevOps
- Triage issues and escalate when necessary
- Build reusable capture templates artifacts and best practices
- Codify learnings from wins and losses
Benefits
- Remote work (fully distributed team)
- Asynchronous communication and collaboration
- Occasional in-person meetups for collaboration