Sales Operations / Capture Manager

ALL.SPACE

. Own CRM and pipeline systems, including Salesforce, GovWin IQ, Unanet and other relevant tools, including data models, stage definitions, required fields, workflows and reporting standards.

Posted 9/25/2026full-timeMuscle Shoals • Alabama • United StatesMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in sales operations and capture management within the US Government and defense sectors, with a strong focus on pipeline management, forecasting, and strategic pursuit leadership. Proficient in utilizing CRM systems and market intelligence tools to drive data-driven decision-making and enhance operational efficiency.

Highest-signal resume keywords

Sales OperationsCapture ManagementCRM AdministrationForecasting & AnalyticsExecutive Communication

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Opportunity QualificationBid/No-Bid Decision MakingPWIN ScoringData GovernanceCapture Strategy

Soft Skills

Influencing & Stakeholder ManagementCollaboration & PartnershipDecision Making & JudgementAnalytical Capability

Tools & Technologies

SalesforceGovWin IQUnanetSAM.govFPDSDAWSIS

Certifications & Qualifications

Shipley Capture Certification

Industry Keywords

US GovernmentDefenseAerospaceSatellite CommunicationsFOCI-Mitigated

About the role

Key responsibilities & impact

Own CRM and pipeline systems, including Salesforce, GovWin IQ, Unanet and other relevant tools, including data models, stage definitions, required fields, workflows and reporting standards.
Set and enforce data quality and pipeline hygiene standards.
Maintain dashboards and management reporting covering pipeline health, conversion, pWIN, bookings and forecast movement.
Improve sales tooling, processes and data governance.
Prepare consolidated sales demand for the Chief Operating Officer to inform supply, manufacturing, fulfilment and operational capacity planning.
Build and maintain bookings and revenue forecasts with Finance.
Run weekly pipeline reviews, monthly forecasts and monthly or quarterly business reviews.
Establish agendas, data packs, actions and follow-up for business development governance forums.
Maintain and improve opportunity qualification and gate review processes using Shipley-style methodology or the company equivalent.
Define and enforce pWIN scoring standards, bid/no-bid criteria and evidence requirements.
Facilitate gate reviews and document decisions, actions, risks and conditions.
Coordinate market intelligence from GovWin, SAM.gov, FPDS, DAWSIS and other sources.
Lead assigned strategic pursuits from Gate 1 qualification through proposal submission and post-submittal support.
Develop and execute capture plans covering customer engagement, win strategy, competitive assessment, price-to-win inputs, teaming strategy, solution approach and risk mitigation.
Coordinate cross-functional inputs from Sales, Programmes, Engineering, Finance, Contracts and other contributors.
Assemble and manage teaming partners, subcontractors, consultants and other external contributors.
Coordinate NDAs, teaming agreements and related contractual requirements.
Prepare and brief executives at opportunity gate reviews.
Present customer need, strategic fit, pWIN, competitive position, solution, price-to-win assumptions, teaming approach, risks and investment required.
Provide bid/no-bid or proceed-with-conditions recommendations.
Act as the interface between Sales and Business Development and Finance, Operations, Programmes, Engineering and Contracts.
Operate with significant autonomy and influence decisions affecting bookings, revenue, resource planning and strategic pursuits.

Requirements

What you’ll need

Significant experience in sales operations, capture management or business development within 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 working knowledge of US Government opportunity identification and procurement processes.
Experience administering CRM and pipeline systems such as Salesforce and using GovWin IQ, Unanet or comparable tools.
Strong understanding of opportunity qualification, stage and gate governance, pWIN scoring and bid/no-bid decision making.
Experience building bookings and revenue forecasts and reconciling pipeline outlook with Finance and operating plans.
Proven ability to develop capture plans including win strategy, customer engagement, competitive assessment, price-to-win inputs, teaming and risk mitigation.
Strong analytical capability and ability to convert complex pipeline and capture data into clear executive recommendations.
Strong cross-functional stakeholder management and executive communication skills.
Shipley capture certification or equivalent formal capture training.
Experience in US Government satellite communications or communications equipment provision.
Experience supporting FOCI-mitigated international parent companies.
Experience working across DoD and other US Government procurement environments.
Familiarity with SAM.gov, FPDS, DAWSIS and related market intelligence sources.
Experience coordinating teaming partners, subcontractors and consultants on complex government pursuits.
Experience in a high-growth or evolving defence or space technology business.
Capture Strategy.
Sales Operations.
Commercial Acumen.
Forecasting & Analytics.
Opportunity Qualification.
CRM & Data Discipline.
Executive Communication.
Influencing & Stakeholder Management.
Decision Making & Judgement.
Collaboration & Partnership.

Benefits

Comp & perks

Excellent Compensation package inclusive of competitive salary, 401(k) plan, healthcare and 25 days holiday in addition to the US Bank holidays.
Bonus package
Career development training opportunities (in house and external)
Employee Referral scheme