Senior Manager, Capture

This is a fully remote position, open to applicants in United States, +1 more country.

📋 Description

• Lead, mentor, and develop a team of skilled proposal and security response experts.

• Establish team objectives, manage workloads, and uphold quality benchmarks.

• Act as the representative for the function to sales leadership and the broader revenue organization.

• Take ownership of the response process from intake and qualification to drafting, reviewing, and submission.

• Conduct a final quality assessment prior to submission.

• Manage the response calendar, oversee submission logistics, and ensure compliance.

• Provide go/no-go recommendations.

• Enhance and expand solicitation identification across procurement portals, aggregators, and public sector channels.

• Direct team efforts towards opportunities with the highest revenue potential and best chances of success.

• Collaborate with sales leadership on pre-solicitation engagement.

• Innovate qualification, content management, and review methodologies.

• Create and execute AI-assisted workflows complemented by human review.

• Promote the adoption of new workflows within the team.

• Define functional metrics, establish baselines, and report outcomes.

• Implement regular win/loss learning practices.

• Foster relationships and service standards with Sales, Solution Engineering, Professional Services, Security and Compliance, Legal, and Product.

• Develop expert contacts and turnaround expectations for each product line.

• Minimize late-stage risks by ensuring supporting materials are prepared ahead of deadlines.

• Design the scaling model for the function, including roles, coverage, and capacity.

• Create a capacity plan to support growth across various products and regions.

⛳️ Requirements

• Over 5 years of experience in proposal, bid, or capture roles.

• A minimum of 2 years of direct management experience with proposal or bid professionals.

• Hands-on experience within a capture or proposal function utilizing qualification gates, structured reviews, content library governance, and methodical win/loss analysis.

• Proven ability to manage multiple concurrent pursuits against fixed, non-flexible deadlines.

• Capability to secure and maintain commitments from peer functions that are not directly managed.

• Exceptional writing and editing skills.

• Proficiency in formal procurement processes, including RFI, RFP, RFT, question periods, addenda, best and final offers, and portal submissions.

• Experience with United States state, county, or city procurement.

• Comfortable with SharePoint, Salesforce, and Excel.

• Experience coaching seasoned individual contributors, including those working remotely and across time zones.

• Preferred hands-on experience in applying AI within a capture function.

• APMP certification or Shipley capture and proposal training is preferred.

• Preferred domain knowledge in grants management, nonprofit technology, public sector technology, or philanthropy.

• Familiarity with SIG and CAIQ security questionnaires and bid desk/security or GRC functions is preferred.

• Experience in supporting multiple products, especially a portfolio developed through acquisitions, is preferred.

🏝️ Benefits

• Competitive salary and comprehensive benefits.

• Tuition reimbursement.

• Lifestyle reimbursements.

• Tailored mindfulness and fitness initiatives.

• Flexible PTO policy.

• Opportunities for professional and personal development.

• Internal mobility and career advancement prospects.

• Autonomy and responsibility in the role.

• Employee recognition programs.

• Workplace accommodations available throughout the interview and employment processes.

• Remote-first flexibility.

• Access to physical office hubs and virtual collaboration tools.