Sr Proposal Manager

Key Responsibilities

Commercial Pursuit Strategy

• Serve as Veho's strategic lead on all enterprise pursuits — shaping how we position our network, technology, and service model to win against incumbent carriers and competing bids.
• Develop and own win strategies for every active RFP: identify the buyer's real decision criteria, assess Veho's competitive position honestly, and craft a submission that addresses both.
• Introduce capture management discipline: engage with AEs and CSMs before RFPs are issued to build relationships with the buyer, shape requirements where possible, and develop win themes before the formal solicitation clock starts.
• Work alongside sellers post-submission to maintain momentum, address buyer concerns, and position Veho for award and future expansion.
• Set win rate targets, track performance across bid cycles, and report trends to commercial leadership with clear, opinionated recommendations.

Business Fluency & Commercial Judgment

• Develop a deep understanding of Veho's unit economics, margin structure, and network capabilities — and use that fluency to advise on which deals are worth pursuing, at what price, and on what terms.
• Be the voice in the room that connects deal structure to business outcomes.
• Partner with Strategic Finance & Pricing to translate margin thresholds and pricing models into deal guidance sellers can apply quickly and confidently in live negotiations.
• Bring a point of view on competitive positioning: understand how Veho stacks up against FedEx, UPS, OnTtrack, GoFo, and other regional carriers on the dimensions that enterprise buyers actually care about.
• Advise commercial leadership on structural patterns in wins and losses — recommending what to change and why.

Negotiation & Deal Structure

• Own Veho's commercial negotiation framework: develop term positions, discount guardrails, and escalation thresholds that give sellers a principled, fast foundation for enterprise negotiations.
• Serve as the strategic escalation point for complex or non-standard deal requests.
• Develop standard proposal frameworks by customer segment (Retail, 3PL, Healthcare, Enterprise).
• Coordinate cross-functional deal reviews with Finance, Legal, and Operations.
• Maintain Veho's approved commercial language library and contract term positions in partnership with Legal and Finance.

Win/Loss Intelligence & Continuous Improvement

• Build a structured win/loss debrief process that captures honest feedback after every enterprise cycle.
• Synthesize patterns across wins and losses into actionable intelligence.
• Ensure every subsequent submission is demonstrably better than the last — with a documented iteration log.
• Develop a segment-specific RFP playbook that encodes Veho's best thinking on competitive positioning, pricing strategy, and negotiation levers.

Infrastructure & Scalability

• Build the commercial infrastructure that allows Veho's enterprise sales motion to scale: proposal frameworks, negotiation matrices, content libraries, and approval workflows.
• Instrument the Deal Desk with the data needed to track proposal quality, deal velocity, and win/loss trends.
• Use AI tools (including Claude) to accelerate proposal development and competitive research.
• Build SOPs and documentation that allow Veho to compete in a higher volume of enterprise bids without proportional growth in sales headcount.

Requirements

• 5+ years in a role where you owned commercial outcomes — deal desk, capture management, proposal strategy, commercial strategy, or enterprise sales operations in a complex B2B environment.
• A demonstrable track record of improving win rates.
• Strong commercial judgment: you understand deal economics, margin trade-offs, and competitive positioning.
• Experience owning the full pursuit lifecycle — from pre-RFP capture strategy through pricing, submission, negotiation, debrief, and re-bid.
• Exceptional written communication: the ability to translate complex operational capabilities into buyer-centric narratives that are clear, credible, and compelling.
• Cross-functional fluency: you have built trust with Finance, Legal, and Sales at the same time.
• Salesforce proficiency; experience with pipeline reporting, deal tracking, and commercial approval workflows.

Strongly Preferred

• Experience in logistics, last-mile delivery, parcel, supply chain, or enterprise technology.
• Familiarity with procurement-driven buying processes at large retailers, brands, or enterprise shippers; experience with RFP portals (Coupa, Ariba, MySourcing).
• Experience building a proposal or pursuit function from scratch.