Senior Bid & Capture Manager

GoGuardian

1d•$140,000 - $150,000•Remote

About The Position

GoGuardian is seeking a Senior Bid & Capture Manager to join their Sales Enablement team. This role is crucial for winning competitive K-12 deals by managing both the bid process (proposals) and the capture process (shaping the odds before the bid starts). The ideal candidate will have experience in competitive EdTech or public sector markets, understand K-12 funding, and be proficient with contract vehicles. This is a remote position within a mission-driven, outcomes-focused company that values collaboration and inclusivity.

Requirements

7-10 years of experience in proposal writing, bid management, public sector capture, contract vehicle or vendor list management, or SLED contract management.
Proven track record of wins in a competitive market that can be detailed.
Fluency with AI tooling and informed opinions on its application in a writing-and-compliance function.
Strong commercial judgment, including the ability to read pricing models, build multi-year offers, defend value against competitors, and analyze administrative fee schedules.
Familiarity with at least one major cooperative or state contract vehicle from any perspective (supplier, cooperative staff, or public agency buyer).
Skill in translating funding and procurement complexity into actionable information for sales teams.
Ability to own a broad function independently, manage competing priorities, and chase subject matter experts.
Ability to build process and systems.
Strong understanding of the K-12 buyer and district procurement cycle.
Eagerness to take initiative in a fast-paced, ever-changing environment.
Motivation by the opportunity to impact the education landscape.

Nice To Haves

Working knowledge of public procurement practice, including competitive solicitation standards, sole source justification, and threshold rules.
APMP, NIGP-CPP, CPPO, CPPB, or CPSM certification.

Responsibilities

Own end-to-end proposal development, including intake, bid/no-bid recommendations, compliance, writing, and submission for various procurement types (RFPs, RFIs, RFQs, catalog bids, renewals, sole-source justifications) meeting K-12, SLED, and state procurement requirements.
Analyze solicitations to identify evaluator scoring logic and develop response strategies, coordinating contributions from sales, curriculum, product, engineering, legal, security, and privacy teams.
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 cost narratives.
Systematically build competitive intelligence, including public records requests on lost bids, and feed this information back into pricing, content, and bid/no-bid decisions.
Own the proposal content library, customer reference bench, and presentation library, including standards for templates, version control, and master narratives.
Produce enterprise proposals and quote paperwork outside formal RFP paths, such as executive proposals, pricing quotes, order forms, and renewal packages, collaborating 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 relevant tooling and ensuring human verification of all claims.
Track federal, state, and local funding streams relevant to the company's category (e.g., Titles I-IV, IDEA, E-Rate, state allocations) and map them to specific districts and prospects.
Build and maintain the enablement layer for the field, providing information on eligibility, deadlines, allowable use language, and practical guidance for sales conversations.
Own the roadmap for the contract vehicle portfolio, determining which vehicles to pursue, in what order, and which to discontinue, supported by business cases and financial analysis.
Lead responses to cooperative and consortium solicitations and build relationships with lead agencies and contract administrators.
Manage vendor lists, buying lists, security and technical questionnaires, and recurring regulatory filings, tracking all terms, expirations, and renewal dates.
Report monthly on bid and capture functions, including submissions, win rates, cycle times, influenced revenue, vehicles held, utilization, and pipeline coverage.
Prioritize across competing deadlines, decline low-probability bids, and manage subject matter experts with competing priorities.
Build process and systems to support bid and capture functions.
Understand the K-12 buyer and district procurement cycle, with a working knowledge of public procurement practices preferred.