Deployment Strategist, Public Sector

BUILD A SAFER WORLD.

TRM Labs provides AI-powered intelligence solutions that help public and private sector agencies investigate and disrupt crime. TRM's platforms enable investigators to trace illicit activity, build cases, and construct operating pictures of threat networks. Leading agencies and businesses worldwide rely on TRM to make the world safer and more secure.

The Public Sector Deployment Strategist team at TRM Labs is dedicated to ensuring government and regulatory customers achieve their desired outcomes with TRM's blockchain intelligence platform. As a Deployment Strategist focused on the regulator segment, you will serve as a trusted advisor for regulatory agencies — driving adoption, onboarding, and retention across a critical and growing customer base. This position requires US Citizenship.

The impact you will have:

• Act as a trusted advisor for regulator customers, helping them maximize the effectiveness of TRM’s blockchain intelligence tools within their compliance, enforcement, and investigative workflows.

• Onboard new regulator customers and drive utilization milestones within 60 days, tailoring training and enablement to each agency’s unique regulatory mandate.

• Build and maintain strategic relationships with economic buyers at regulator agencies, connecting them to TRM executive leadership within the first 90 days.

• Develop and launch self-serve resources (regulator playbooks, onboarding guides, FAQ copilots) to scale support and reduce time to value across the regulator segment.

• Identify recurring regulator use cases and deliver scalable solutions (chatbots, workflow templates, standard query sets) that can be reused across multiple customers.

• Monitor customer usage, detect adoption gaps, and execute proactively to maintain ~90%+ retention and identify expansion opportunities.

• Serve as the Voice of the Customer for the regulator segment, surfacing product feedback and feature requests to Product and Engineering.

What we're looking for:

• 3–5+ years of experience working directly within or alongside government regulatory agencies (e.g., FINRA, CFTC, SEC, IRS, OCC, FinCEN) - or in customer success, deployment, consulting, or account management roles where the primary customer base was government or regulatory bodies.

• Practical experience with or strong interest in blockchain analysis, virtual currencies, and investigative/compliance tools.

• Experience structuring problems and identifying the most critical issues to prioritize in complex regulatory environments.

• Ability to communicate complex ideas effectively for technical and non-technical audiences, both verbally and in writing.

• Demonstrated AI fluency — ability to build and deploy workflow-driven AI solutions (e.g., copilots, automated trackers, bots) beyond basic summarization.

• Comfort operating in a fast-paced, remote-first environment where priorities can shift quickly.

• US Citizenship required.

About the Team:

• The Public Sector DS team is a small, high-impact group covering multiple public sector segments, including regulators — serving some of TRM’s most strategically important customers.

• Fully remote and globally distributed, with most overlap between 7am–5pm PT for meetings and collaboration.

• The team thrives on asynchronous communication via Slack and Notion, with weekly customer syncs, bi-weekly health syncs, and regular POD calls.

• As regulator interest grows across TRM’s product suite, this role is at the forefront of expansion into the regulatory segment.

• The team culture is mission-driven, customer-obsessed, and operates with TRM Speed — delivering V1 solutions fast and iterating based on feedback.

Team Operating Rhythms:

• Weekly customer syncs with assigned accounts

• Bi-weekly health syncs with DS team and leadership

• Weekly POD calls with aligned Sales AEs

• Weekly hiring sync with Recruiter (during active hiring)

• Async daily standups via Slack

On-Call Responsibilities:

• Limited on-call responsibilities including one weekend on‑call per month after ramp, monitoring Slack about every two hours for P0/P1 issues

Learn about TRM Speed in this position:

• Self-Serve Resource Launch: Develop and launch self-serve resources (e.g., regulator playbooks, onboarding guides, or templates) within 2–3 weeks to reduce time to value and scale support across customers.

• Scalable Regulator Solution: Identify a recurring regulator use case and deliver a scalable solution (e.g., chatbot, workflow template, or standard query set) within 30 days that can be reused across multiple customers.

• Executive Relationship: Establish an economic buyer relationship within the first 60 days for new accounts, and connect that stakeholder to at least one TRM executive or senior leader within the first 90 days.

LIFE AT TRM

We are building a safer world. That promise shows up in how we work every day.

TRM moves quickly. We are a high velocity, high ownership team that expects clarity, follow-through, and impact. People who thrive here are energized by hard problems, experimentation, and continuous feedback. If something takes months elsewhere, it will ship here in days.

Our work sits at the intersection of AI, national security, and fighting crime. The problems are complex, the stakes are real, and the environment evolves quickly. The pace and intensity of the work reflect the importance of the mission. As a result, the way we operate requires a high level of ownership, adaptability, collaboration, and creative problem-solving.

At TRM, you should expect:

• Priorities and targets to change quickly as we experiment and iterate

• Work that often requires operating with a high degree of ambiguity

• A high level of personal ownership and accountability

• Close collaboration across teams and functions

• Frequent, high-touch communication

• Creative problem solving and out-of-the-box thinking

• A pace that rewards urgency, adaptability, and outcomes

This environment is energizing for people who enjoy building, solving hard problems, and making progress in situations that are not always fully defined. It also requires comfort navigating ambiguity, adjusting course as new information emerges, and maintaining focus and positivity in a fast-moving and intense environment.

We also recognize that this style of operating is not for everyone. If you are primarily optimizing for predictability or a consistently balanced workload, we encourage you to use the interview process to pressure test whether this environment is truly the right fit. We want teammates who thrive here, not just survive here.

At the same time, many people find this work deeply rewarding. If you are excited by meaningful problems, motivated by ambitious goals, and energized by working alongside mission-driven colleagues, there is a good chance you will find TRM to be an exceptional place to grow and contribute. Learn more: Interviewing at TRM: How We Hire and What Success Looks Like https://www.trmlabs.com/resources/blog/interviewing-at-trm-how-we-hire-and-what-success-looks-like

AI FLUENCY AT TRM

AI fluency is a baseline expectation at TRM.

We believe AI meaningfully changes how top performers operate. We expect every team member to use AI to accelerate and reimagine their craft, not just automate surface tasks.

At TRM, AI fluency means you are among the top 10 percent of operators in your function in how you apply AI to:

• Accelerate repeatable workflows

• Structure and solve problems

• Improve output quality

• Increase speed and leverage

You will be evaluated on applied AI fluency during the interview process.

LEADERSHIP PRINCIPLES

We hire and grow against three leadership principles. They’re the standards for how we operate, treat each other, and make decisions.

• Impact-Oriented Trailblazer: We put customers first and move with speed, focus, and adaptability. We treat every plan like an experimen