Senior Bid & Capture Manager
Remote · USD 140,000-150,000 / year · 7-10 years experience · Remote · Posted Oct 8, 2026
At a glance
- Experience
- 7-10 years experience
- Workplace
- Remote
- Location
- Remote
- Salary
- USD 140,000-150,000 / year · Base salary
About the role
- GoGuardian is seeking a Senior Bid & Capture Manager to own proposal development and capture work within the Sales Enablement team.
- The role involves leading end-to-end proposals, building an AI-forward bid operation, and managing cooperative and state contract vehicles to support K-12 educational sales.
Responsibilities
- Own end-to-end proposal development - intake, bid/no-bid recommendation, compliance, writing, and submission - across RFPs, RFIs, RFQs, catalog bids, renewals, and sole-source justifications, meeting K-12, SLED, and state procurement requirements
- Analyze solicitations to identify the evaluator's real scoring logic and build the response strategy around it, coordinating contributions from sales, curriculum, product, engineering, legal, security, and privacy against deadlines you set
- Partner with sales, finance, and product marketing on competitive pricing and offer positioning, including price-to-win analysis, bundle and term construction, discount and multi-year structures, and the cost narrative
- Build competitive intelligence systematically, including public records requests on lost bids, and feed it back into pricing, content, and bid/no-bid judgment
- Own the proposal content library, customer reference bench, and presentation library - including finalist and orals decks, template standards, version control, and the master narrative
- Produce enterprise proposals and quote paperwork outside the formal RFP path - executive proposals, pricing quotes, order forms, and renewal packages - working with deal desk, finance, and legal
- Design and own an AI-forward bid and capture operation including portal monitoring, opportunity-to-catalog matching, and assisted drafting, implementing tooling such as Responsive or Starbridge and setting the quality bar including human verification of every claim
- Track federal, state, and local funding streams relevant to our category - Titles I through IV, IDEA, state technology and safety allocations, E-Rate, and private and foundation sources - and map them to specific districts and prospects before the buying window opens
- Build and maintain the enablement layer the field uses: eligibility, deadlines, language that positions us as an allowable use, and practical guidance for the conversation, delivered by state, region, or segment with sales training
- Own the roadmap for our contract vehicle portfolio - which to pursue, in what order, and which to let go - with the business case and the math attached
Requirements
- 7-10 years across proposal writing, bid management, public sector capture, contract vehicle or vendor list management, or SLED contract management, with wins in a competitive market you can walk us through in detail
- Fluent with AI tooling and opinionated about where it helps a writing-and-compliance function and where it introduces risk
- Strong commercial judgment: you can read a pricing model, build a multi-year offer, defend value against a cheaper competitor, and read an administrative fee schedule against a member base to say whether an award is worth having
- Familiar with at least one major cooperative or state contract vehicle from any side of the table - supplier, cooperative staff, or public agency buyer
- Skilled at translating funding and procurement complexity into something a salesperson can act on immediately, and energized rather than drained by being the person the field comes to
- Comfortable owning a broad function alone: prioritizing across competing deadlines, declining low-probability bids, and chasing subject matter experts who have competing priorities
- Able to build process and systems
- Strong understanding of the K-12 buyer and district procurement cycle; working knowledge of public procurement practice - competitive solicitation standards, sole source justification, threshold rules - strongly preferred
Preferred qualifications
- APMP, NIGP-CPP, CPPO, CPPB, or CPSM certification are all a plus
- Working knowledge of public procurement practice - competitive solicitation standards, sole source justification, threshold rules - strongly preferred
Benefits
- Competitive pay
- Complete health insurance
- 401(k) matching
- Employee equity plan
- Flexible time off
- Paid holidays
- Paid parental leave
- Paid year-end holiday break
- Work from home funds
- Fertility & adoption reimbursement
Workplace
- Remote team
Skills
- Responsive
- Starbridge
