The Sales Operations / Capture Manager is responsible for providing 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 the demand signals required to support reliable business and operational planning.
The role also leads assigned strategic pursuits from qualification through proposal submission and post-submittal support, developing capture plans and coordinating cross-functional and partner inputs. Working closely with Sales, Finance, Operations, Programmes, Engineering and Contracts, the Sales Operations / Capture Manager helps convert qualified demand into competitive, executable opportunities and provides leadership with a clear, evidence-based view of pipeline quality, forecast confidence and win strategy.
Key Accountabilities:
1. Sales Operations & CRM
- Own CRM and pipeline systems, including Salesforce, GovWin IQ, Unanet and other relevant tools, with responsibility for data model, stage definitions, required fields, workflows and reporting standards.
- Set and enforce data quality and pipeline hygiene standards, ensuring opportunities are complete, current and consistently staged.
- Maintain dashboards and management reporting that provide clear visibility of pipeline health, conversion, pWIN, bookings and forecast movement.
- Identify and implement improvements to sales tooling, process and data governance.
2. Demand Planning & Forecasting
- Prepare and submit consolidated sales demand to the Chief Operating Officer to inform forward planning across supply, manufacturing, fulfilment and operational capacity.
- Build and maintain bookings and revenue forecasts with Finance, reconciling the pipeline outlook to budget and operating plan.
- Translate pipeline changes into clear demand implications, highlighting timing, volume, confidence and material assumptions.
- Maintain forecast discipline by tracking movement, slippage, conversion and variance to plan.
3. Business Development Operating Cadence
- Run weekly pipeline reviews, monthly forecasts and monthly or quarterly business reviews.
- Establish clear agendas, data packs, actions and follow-up for business development governance forums.
- Drive consistent opportunity updates and ownership across sales verticals.
- Escalate material gaps, slippage, forecast risk and decisions required.
4. Opportunity Qualification & Gate Governance
- Maintain and continuously improve the opportunity qualification and gate review process using Shipley-style methodology or the company equivalent.
- Define and enforce pWIN scoring standards, bid/no-bid criteria and minimum evidence required at each gate.
- Facilitate gate reviews and ensure decisions, actions, risks and conditions are clearly documented.
- Challenge weakly qualified opportunities and ensure capture investment is aligned to strategic fit and realistic win potential.
- Work with Sales and Business Development leaders to improve pipeline quality, conversion and focus.
5. Market & Competitive Intelligence
- Coordinate market intelligence inputs from GovWin, SAM.gov, FPDS, DAWSIS and other relevant sources.
- Ensure sales teams receive current intelligence appropriate to their verticals, customers and pursuits.
- Synthesize opportunity, customer and competitive information into actionable insights for capture and pipeline decisions.
- Maintain visibility of emerging procurement activity, competitor positioning and relevant market signals.
6. Capture Management & Strategic Pursuits
- 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 to maintain capture momentum.
- Track capture actions, milestones, dependencies and decision points, ensuring pursuits remain aligned to the approved strategy.
7. Teaming & Partner Coordination
- Assemble and manage teaming partners, subcontractors, consultants and other external contributors required for assigned pursuits.
- Coordinate NDAs, teaming agreements and related contractual requirements with Contracts.
- Clarify roles, responsibilities, deliverables and dependencies across capture partners.
- Maintain visibility of partner commitments and ensure timely inputs to capture and proposal activities.
- Identify teaming risks and escalate issues that could affect bid strategy or deliverability.
8. Executive Gate Reviews & Decision Support
- Prepare and brief executives at opportunity gate reviews.
- Present a concise view of customer need, strategic fit, pWIN, competitive position, solution, price-to-win assumptions, teaming approach, risks and investment required.
- Provide a clear recommendation at each gate, including bid/no-bid or conditions to proceed.
- Ensure executive decisions and required actions are captured and communicated.
- Support leadership with accurate pipeline and capture information for strategic planning and resource prioritisation.
9. Stakeholder Partnership
- Act as a key interface between Sales and Business Development and Finance, Operations, Programmes, Engineering and Contracts.
- Translate sales demand and capture requirements into actionable inputs for other functions.
- Build strong working relationships with vertical leads, capture contributors and external partners.
- Support a disciplined, evidence-based sales culture focused on forecast accuracy, opportunity quality and executable growth.
10. Decision Making
- Operate with significant autonomy in sales operations, pipeline governance and assigned capture activities.
- Challenge opportunity quality and recommend bid/no-bid based on strategic fit, evidence, pWIN, resource requirement and risk.
- Determine when issues require escalation to Sales leadership, Finance, Contracts, Operations or executive review.
- Influence decisions that affect bookings, revenue, resource planning and strategic pursuits.
- Balance pace of pursuit with governance, data quality and execution realism.
Requirements
Knowledge and Experience
Essential
- 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.
Desirable
- 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.
Key Competencies
- Opportunity Qualification
- Influencing & Stakeholder Management
- Decision Making & Judgement
- Collaboration & Partnership
Benefits
- 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
