{"id":1196890,"url":"https://alion.io/job/all-space-sales-operations-capture-manager","title":"Sales Operations / Capture Manager","company":{"id":449648,"name":"ALL.SPACE","domain":"all.space","url":"https://alion.io/company/all-space","size_band":null,"is_staffing_agency":false,"is_intermediary":false,"listed_via":null,"ats_vendor":"Workable","truth_index":null},"role":"Sales","role_family":"Sales","seniority":null,"employment_type":"full_time","work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Muscle Shoals, United States"],"countries":["US"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":null,"experience_years_min":null,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"Outlook","optional":false},{"name":"Salesforce","optional":false}],"status":"live","first_seen_at":"2026-09-24T19:01:11Z","employer_posted_date":"2026-09-24","last_verified_at":"2026-09-24T21:34:46Z","board_verified":true,"closed_at":null,"days_open":0,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":0},"description":"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.\nThe 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.\nKey Accountabilities:\n1. Sales Operations & CRM\nOwn 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. \nSet and enforce data quality and pipeline hygiene standards, ensuring opportunities are complete, current and consistently staged. \nMaintain dashboards and management reporting that provide clear visibility of pipeline health, conversion, pWIN, bookings and forecast movement. \nIdentify and implement improvements to sales tooling, process and data governance. \n2. Demand Planning & Forecasting\nPrepare and submit consolidated sales demand to the Chief Operating Officer to inform forward planning across supply, manufacturing, fulfilment and operational capacity. \nBuild and maintain bookings and revenue forecasts with Finance, reconciling the pipeline outlook to budget and operating plan. \nTranslate pipeline changes into clear demand implications, highlighting timing, volume, confidence and material assumptions. \nMaintain forecast discipline by tracking movement, slippage, conversion and variance to plan. \n3. Business Development Operating Cadence\nRun weekly pipeline reviews, monthly forecasts and monthly or quarterly business reviews. \nEstablish clear agendas, data packs, actions and follow-up for business development governance forums. \nDrive consistent opportunity updates and ownership across sales verticals. \nEscalate material gaps, slippage, forecast risk and decisions required. \n4. Opportunity Qualification & Gate Governance\nMaintain and continuously improve the opportunity qualification and gate review process using Shipley-style methodology or the company equivalent. \nDefine and enforce pWIN scoring standards, bid/no-bid criteria and minimum evidence required at each gate. \nFacilitate gate reviews and ensure decisions, actions, risks and conditions are clearly documented. \nChallenge weakly qualified opportunities and ensure capture investment is aligned to strategic fit and realistic win potential. \nWork with Sales and Business Development leaders to improve pipeline quality, conversion and focus. \n5. Market & Competitive Intelligence\nCoordinate market intelligence inputs from GovWin, SAM.gov, FPDS, DAWSIS and other relevant sources. \nEnsure sales teams receive current intelligence appropriate to their verticals, customers and pursuits. \nSynthesize opportunity, customer and competitive information into actionable insights for capture and pipeline decisions. \nMaintain visibility of emerging procurement activity, competitor positioning and relevant market signals. \n6. Capture Management & Strategic Pursuits\nLead assigned strategic pursuits from Gate 1 qualification through proposal submission and post-submittal support. \nDevelop and execute capture plans covering customer engagement, win strategy, competitive assessment, price-to-win inputs, teaming strategy, solution approach and risk mitigation. \nCoordinate cross-functional inputs from Sales, Programmes, Engineering, Finance, Contracts and other contributors to maintain capture momentum. \nTrack capture actions, milestones, dependencies and decision points, ensuring pursuits remain aligned to the approved strategy. \n7. Teaming & Partner Coordination\nAssemble and manage teaming partners, subcontractors, consultants and other external contributors required for assigned pursuits. \nCoordinate NDAs, teaming agreements and related contractual requirements with Contracts. \nClarify roles, responsibilities, deliverables and dependencies across capture partners. \nMaintain visibility of partner commitments and ensure timely inputs to capture and proposal activities. \nIdentify teaming risks and escalate issues that could affect bid strategy or deliverability. \n8. Executive Gate Reviews & Decision Support\nPrepare and brief executives at opportunity gate reviews. \nPresent a concise view of customer need, strategic fit, pWIN, competitive position, solution, price-to-win assumptions, teaming approach, risks and investment required. \nProvide a clear recommendation at each gate, including bid/no-bid or conditions to proceed. \nEnsure executive decisions and required actions are captured and communicated. \nSupport leadership with accurate pipeline and capture information for strategic planning and resource prioritisation. \n9. Stakeholder Partnership\nAct as a key interface between Sales and Business Development and Finance, Operations, Programmes, Engineering and Contracts. \nTranslate sales demand and capture requirements into actionable inputs for other functions. \nBuild strong working relationships with vertical leads, capture contributors and external partners. \nSupport a disciplined, evidence-based sales culture focused on forecast accuracy, opportunity quality and executable growth. \n10. Decision Making\nOperate with significant autonomy in sales operations, pipeline governance and assigned capture activities. \nChallenge opportunity quality and recommend bid/no-bid based on strategic fit, evidence, pWIN, resource requirement and risk. \nDetermine when issues require escalation to Sales leadership, Finance, Contracts, Operations or executive review. \nInfluence decisions that affect bookings, revenue, resource planning and strategic pursuits. \nBalance pace of pursuit with governance, data quality and execution realism. \nRequirements\nKnowledge and Experience\nEssential\nSignificant experience in sales operations, capture management or business development within a US Government, defence, aerospace, satellite communications or related technology environment. \nDemonstrated experience leading strategic pursuits through qualification, capture, proposal submission and post-submittal activity. \nStrong working knowledge of US Government opportunity identification and procurement processes. \nExperience administering CRM and pipeline systems such as Salesforce and using GovWin IQ, Unanet or comparable tools. \nStrong understanding of opportunity qualification, stage and gate governance, pWIN scoring and bid/no-bid decision making. \nExperience building bookings and revenue forecasts and reconciling pipeline outlook with Finance and operating plans. \nProven ability to develop capture plans including win strategy, customer engagement, competitive assessment, price-to-win inputs, teaming and risk mitigation. \nStrong analytical capability and ability to convert complex pipeline and capture data into clear executive recommendations. \nStrong cross-functional stakeholder management and executive communication skills. \nDesirable\nShipley capture certification or equivalent formal capture training. \nExperience in US Government satellite communications or communications equipment provision. \nExperience supporting FOCI-mitigated international parent companies. \nExperience working across DoD and other US Government procurement environments. \nFamiliarity with SAM.gov, FPDS, DAWSIS and related market intelligence sources. \nExperience coordinating teaming partners, subcontractors and consultants on complex government pursuits. \nExperience in a high-growth or evolving defence or space technology business. \nKey Competencies\nCapture Strategy \nSales Operations \nCommercial Acumen \nForecasting & Analytics \nOpportunity Qualification \nCRM & Data Discipline \nExecutive Communication \nInfluencing & Stakeholder Management \nDecision Making & Judgement \nCollaboration & Partnership \nBenefits\nExcellent Compensation package inclusive of competitive salary, 401(k) plan, healthcare and 25 days holiday in addition to the US Bank holidays.\nBonus package\nCareer development training opportunities (in house and external)\nEmployee Referral scheme","description_format":"text","description_chars":8694,"description_truncated":false,"requirements":{"experience_years_min":null,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":[],"hiring_locations":[],"hiring_excludes":[],"relocation_offered":false,"industries":["Military","Satellite Communications","Mobile Networks"],"lifecycle":[{"event":"open","at":"2026-09-24T19:01:11Z"}],"liveness":{"score":86,"band":"hot","label":"Hiring now","p_open":1,"p_active":0.86,"p_room":1,"age_days":0,"expected_fill_days":20,"reasons":["conf:1","win:early"],"computed_at":"2026-09-24T22:41:17Z"},"pay":null,"html_url":"https://alion.io/job/all-space-sales-operations-capture-manager","json_url":"https://alion.io/job/all-space-sales-operations-capture-manager.json","meta":{"generated_at":"2026-09-24T22:41:17Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","usage":{"tier":"crawler","counted_by":"address","units_charged":1,"used_today":911,"day_limit":5000,"remaining_today":4089,"minute_limit":60,"resets_at":"2026-09-25T00:00:00Z"}}}