Sales Operations / Capture Manager

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…