- Lead, coach, and develop a team of experienced proposal and security response professionals, establishing clear priorities, workload allocation, quality standards, and performance expectations.
- Represent the capture and proposal function to Sales leadership and the broader revenue organization, providing strategic guidance on opportunity selection, resource allocation, and pursuit priorities.
- Own the end-to-end response process, from initial intake and opportunity qualification through drafting, review, approval, and final submission.
- Ensure all proposals and security responses meet quality, accuracy, compliance, and responsiveness requirements, with final review and approval processes completed before submission deadlines.
- Manage the response calendar, submission logistics, and procurement requirements, ensuring multiple concurrent pursuits progress efficiently and are delivered on time.
- Make clear, evidence-based go/no-go recommendations, helping sales teams prioritize opportunities according to revenue potential, strategic alignment, available resources, and probability of success.
- Develop and expand opportunity-sourcing capabilities across procurement portals, aggregators, and public-sector channels to identify relevant solicitations early.
- Partner with Sales leadership to support pre-solicitation engagement, strengthen relationships with prospective buyers, and position the organization competitively before formal bids are released.
- Modernize qualification frameworks, proposal content libraries, review procedures, and response workflows using recognized industry best practices.
- Design and implement practical AI-assisted workflows for content retrieval, first-draft generation, and proposal development, ensuring human review, accuracy, and responsible adoption.
- Establish meaningful performance metrics, develop reporting practices, measure baseline results, and track improvements in qualification efficiency, response quality, team productivity, and win rates.
- Implement a structured win/loss analysis process and translate lessons learned into improvements in opportunity selection, messaging, proposal strategy, and execution.
- Build effective partnerships and service-level expectations with Sales, Solution Engineering, Professional Services, Security and Compliance, Legal, and Product teams.
- Establish reliable subject-matter expert contacts across product lines and ensure technical, legal, security, and compliance materials are prepared well ahead of submission deadlines.
- Develop a scalable operating model for the function, including team structure, role definition, coverage, capacity planning, and resource allocation aligned with business growth and geographic expansion.
- Coach experienced individual contributors across remote teams and time zones, fostering accountability, continuous improvement, collaboration, and high-quality execution.
Requirements:
- At least five years of professional experience in proposal management, bid management, capture, or a closely related field, including a minimum of two years directly managing proposal or bid professionals.
- Demonstrated experience working within an established capture or proposal function that applies recognized best practices, including qualification gates, structured reviews, content library governance, and disciplined win/loss analysis.
- Proven ability to manage multiple concurrent pursuits with fixed deadlines while maintaining high standards of quality, compliance, and responsiveness.
- Strong stakeholder management skills, including the ability to secure commitments, coordinate deliverables, and influence colleagues across departments without direct reporting authority.
- Excellent writing, editing, and communication skills, with the ability to develop persuasive, clear, accurate, and customer-focused proposals.
- Practical knowledge of formal procurement processes and terminology, including Requests for Information (RFIs), Requests for Proposals (RFPs), Requests for Tender (RFTs), clarification periods, addenda, best and final offers, and electronic portal submissions.
- Experience with state, county, or municipal procurement processes in the United States.
- Working proficiency with SharePoint, Salesforce, and Microsoft Excel, including the ability to manage proposal content, track opportunities, and maintain reporting and planning tools.
- Experience coaching and managing experienced individual contributors in remote or distributed teams, including collaboration across multiple time zones.
- Strong organizational and prioritization skills, sound judgment in evaluating opportunities, and the ability to balance strategic planning with hands-on proposal execution.
- Familiarity with AI-enabled capture and proposal workflows is preferred, including structuring content for reliable retrieval, generating and reviewing initial drafts, and maintaining appropriate human oversight and quality standards.
- APMP certification at Foundation, Practitioner, or Professional level, or formal Shipley capture and proposal training, is an advantage.
- Knowledge of grants management, nonprofit technology, public-sector technology, or philanthropy is desirable.
- Experience with security questionnaires, including SIG and CAIQ, and familiarity with the relationship between proposal teams and security or Governance, Risk, and Compliance (GRC) functions, is beneficial.
- Experience supporting multiple products or managing proposals across a portfolio of solutions, particularly following acquisitions or organizational integration, is preferred.
- A proactive, adaptable, and collaborative leadership style, with a strong commitment to continuous improvement, accountability, and measurable business outcomes.
Benefits:
- Competitive compensation: Salary and benefits package designed to attract and retain qualified professionals.
- Remote-first work environment: Flexibility to work remotely within the United States while collaborating with a globally distributed team.
- Flexible paid time off: A Flexible PTO policy that supports personal well-being, work-life balance, and individual time-management needs.
- Professional development: Tuition assistance and opportunities to expand skills, leadership capabilities, and industry expertise.
- Lifestyle reimbursements: Financial support for eligible lifestyle-related expenses.
- Wellness initiatives: Personalized mindfulness and fitness programs designed to support physical and mental well-being.
- Career growth and internal mobility: Opportunities to explore new roles, leadership positions, and career paths across teams and departments.
- Cross-functional collaboration: Exposure to diverse products, teams, expertise, and projects across a broader organizational portfolio.
- Autonomy and ownership: The opportunity to shape processes, lead strategic initiatives, and make meaningful decisions about how the function operates and grows.
- Employee recognition: A culture that celebrates achievements, values contributions, and recognizes strong performance.
- Purpose-driven work: The opportunity to support technology solutions that help foundations, grantmakers, nonprofits, and community organizations increase their impact.
