Sales Operations / Capture Manager

About the role

The Sales Operations / Capture Manager provides operating discipline, data integrity, forecasting and capture leadership across ALL.SPACE's sales and business development pipeline, with particular focus on US Government opportunities. The role owns the CRM and pipeline operating model, sales cadence, opportunity qualification and gate governance, and leads strategic pursuits from qualification through proposal submission and post-submittal support.

Key responsibilities

• Own CRM and pipeline systems (Salesforce, GovWin IQ, Unanet) and set data quality, pipeline hygiene and reporting standards
• Prepare consolidated sales demand for the COO, build bookings and revenue forecasts with Finance, and run weekly pipeline reviews, monthly forecasts and business reviews
• Maintain and improve the opportunity qualification and gate review process, including pWIN scoring and bid/no-bid criteria
• Coordinate market intelligence from GovWin, SAM.gov, FPDS and DAWSIS and brief executives at gate reviews
• Lead assigned strategic pursuits, develop capture plans and coordinate cross-functional inputs from Sales, Programmes, Engineering, Finance and Contracts
• Manage teaming partners and subcontractors, including NDAs and teaming agreements
• Act as the interface between Sales, Business Development and Finance, Operations, Programmes, Engineering and Contracts

Required profile

• Significant experience in sales operations, capture management or business development in a US Government, defence, aerospace, satellite communications or related technology environment
• Demonstrated experience leading strategic pursuits through qualification, capture, proposal submission and post-submittal activity
• Strong understanding of opportunity qualification, stage and gate governance, pWIN scoring and bid/no-bid decisions
• Ability to build bookings and revenue forecasts and reconcile them with Finance and operating plans
• Strong analytical capability and stakeholder management, with significant autonomy in decision making

Required skills

• Salesforce and GovWin IQ, or comparable CRM and pipeline tools
• US Government opportunity identification and procurement processes