Sr. Manager, Proposal Operations & Strategic Contract Vehicles

Salesforce•Washington, DC

3d•Remote

About The Position

About Salesforce Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action. Tech meets trust. And innovation isn’t a buzzword — it’s a way of life. The world of work as we know it is changing and we're looking for Trailblazers who are passionate about bettering business and the world through AI, driving innovation, and keeping Salesforce's core values at the heart of it all. Ready to level-up your career at the company leading workforce transformation in the agentic era? You’re in the right place! Agentforce is the future of AI, and you are the future of Salesforce. GPS Strategic Operations comprises three Centers of Excellence (CoE): RFx, Framework Agreements, and Product Operations. We operate as "one Salesforce" leveraging human expertise and AI agents to deliver innovative solutions in RFx bid management, educational C360 and AI customer references & content, product operations execution, and strategic framework agreement strategies. We support both GPS and Non-GPS business units and lines of business—specifically Public Sector, Education, and Non-profits—to drive revenue and manage risk in alignment with the financial plan. Position Overview We are seeking a Sr. Manager, Proposal Operations & Strategic Contract Vehicles to lead, build, and scale our U.S. Government RFx, task order, and delivery order response function across IDIQs, BPAs, GWACs, as well as full & open competitive procurements. This role owns the pre-award execution and operational framework for task orders, delivery orders, and proposals—including both direct (prime) and indirect (subcontractor/partner) response strategies. Responsibilities include end-to-end RFx management, task order, delivery order pipeline execution, and the design of scalable response processes that enable consistent, compliant, and high-quality submissions across prime and partner-led opportunities. Importantly, this is not a Contracts Management role. Instead, this leader will define and operationalize how opportunities are in-taken, qualified, routed, and executed through the proposal, task order, and delivery order response lifecycle, establishing the foundation for the broader ordering process and ensuring a seamless handoff to Contracts post-award. The role also includes building and leading a high-performing team and operations of Proposal/Bid Managers, while driving continuous improvement through process standardization, tooling, and the adoption of AI-enabled automation. The ideal candidate brings deep familiarity with U.S. Government procurement processes, strong leadership and project management skills, and the ability to coordinate cross-functional teams in a fast-paced, deadline-driven environment. This is a highly cross-functional leadership position partnering closely with Sales, Solution Engineering, Pricing, Legal, and Contracts to increase win rates, improve speed-to-submission, and scale the organization’s U.S. federal growth engine.

Requirements

Location: Remote, with ability to commute to DC office where needed.
Bachelor’s degree in Business, Engineering, or related field (or equivalent experience).
8+ years of experience managing U.S. government proposals, task orders, and/or full & open RFx opportunities.
Strong understanding of U.S. Federal Government contracting vehicles (IDIQs, BPAs, GWACs) and open market procurements.
Experience or strong familiarity with AI tools for content generation, workflow automation, or data analysis.
Proven ability to manage multiple concurrent proposals under tight deadlines.
Experience working cross-functionally with technical, legal, and sales teams.
Excellent written, organizational, and communication skills.
APMP and/or Shipley certification.

Nice To Haves

Experience with proposal tools (e.g., GovWin, Salesforce, proposal automation platforms).
Hands-on experience implementing or optimizing AI-enabled workflows in proposal or business development environments.
Familiarity with pricing strategies and cost proposal development.
Experience supporting agencies such as the U.S. DoW, DHS, GSA, and/or civilian agencies.

Responsibilities

Manage the full lifecycle of task/delivery order requests and full & open RFx opportunities from qualification through submission.
Partner with Sales to assess opportunity fit, win probability, and alignment with contract scope or open market requirements.
Lead kickoff meetings, define proposal schedules, and manage deadlines and deliverables.
Track and report on the pipeline of TO/DO and RFx opportunities across multiple contract vehicles and agencies.
Coordinate development of compliant, high-quality proposals for task orders and full & open competitions, including technical, management, and pricing volumes.
Collaborate with Solution Engineering to shape win themes, technical approaches, and staffing models tailored to both contract vehicle and open market bids.
Ensure adherence to solicitation requirements, evaluation criteria, and submission instructions across varying procurement types.
Oversee final production, reviews (color team), and submission through government portals.
Act as the central point of coordination between Sales, Engineering, Legal, Contracts, Pricing, and Compliance teams.
Work with Legal and Contracts to review terms, mitigate risks, and ensure contractual compliance for both vehicle-based and full & open bids.
Align with Pricing/Finance to develop competitive and compliant cost proposals.
Identify and implement AI tools to automate repetitive proposal tasks such as content drafting, compliance checks, resume tailoring, and formatting.
Leverage AI-assisted analytics to improve opportunity qualification, win probability scoring, and proposal strategy.
Build and maintain intelligent content libraries using AI for faster retrieval of past performance, boilerplate, and reusable assets.
Partner cross-functionally to integrate AI solutions into proposal management and knowledge management systems.
Establish governance and best practices for responsible, secure, and compliant use of AI in U.S. government proposal development.
Design, implement, and continuously improve proposal management processes, templates, and best practices across both task order and full & open RFx workflows.
Evaluate and implement tools (e.g., CRM, proposal automation, AI platforms, content management systems) to enhance efficiency and quality.
Drive standardization of artifacts such as resumes, past performance, and boilerplate content.
Ensure all submissions comply with FAR/DFARS and agency-specific requirements across all procurement types.
Maintain audit-ready documentation and version control for all proposal artifacts.
Support post-submission activities including clarifications, discussions, and debriefs.
Ensure AI-generated content adheres to compliance, confidentiality, and data security standards.