Global Head of Business Development

BUILD A SAFER WORLD.

TRM Labs provides blockchain analytics and AI solutions to help law enforcement and national security agencies, financial institutions, and cryptocurrency businesses detect, investigate, and disrupt crypto-related fraud and financial crime. TRM’s blockchain intelligence and AI platforms include solutions to trace the source and destination of funds, identify illicit activity, build cases, and construct an operating picture of threats. TRM is trusted by leading agencies and businesses worldwide who rely on TRM to enable a safer, more secure world for all.

We are hiring a Global Head of Business Development (M5) to architect and scale TRM’s outbound engine. This is a strategic GTM leadership role focused on outbound BDR strategy. You will own outbound strategy, pipeline telemetry, experimentation rigor, automation infrastructure for enterprise engagement, and cross-functional alignment to materially increase qualified pipeline and $100k+ SQOs.

The Head of Sales Development will continue to lead the inbound SDR motion, which we expect to become increasingly automated over time.

The impact you will have:

• Architect TRM’s enterprise outbound pipeline engine by defining ICP segmentation, named account coverage models, campaign strategy, and repeatable outbound plays aligned to 2026 revenue targets.

• Establish clear telemetry and quality benchmarks across prospecting, meetings, and SQOs — shifting the function from activity-based metrics to predictive, outcome-driven performance.

• Lead cross-functional pipeline alignment across Sales, Marketing, RevOps, and TRMA to ensure tight feedback loops, clear ownership, and rapid iteration.

• Build a disciplined experimentation framework that accelerates learning cycles and institutionalizes best practices globally.

• Operationalize data-driven LinkedIn engagement and social selling as part of the outbound motion, including content and engagement strategies that scale responsibly.

• Elevate the Sales Development function to M5 excellence, redesigning systems and norms to create urgency, accountability, and durable scale.

What we’re looking for:

• Proven experience building and scaling enterprise outbound pipeline engines in high-growth SaaS environments.

• Experience building automated infrastructure for enterprise outbound engagement (tooling, workflow automation, routing, and measurement).

• Demonstrated, data-driven LinkedIn engagement and social selling strategies (at-scale) to create pipeline.

• Deep understanding of complex, multi-threaded selling motions (Public Sector, FI, Crypto, or regulated industries preferred).

• Advanced fluency in pipeline math, forecasting logic, and experimentation frameworks.

• Exceptional cross-functional leadership skills — able to drive alignment without formal authority.

• AI-forward mindset with demonstrated ability to automate and optimize prospecting workflows.

About the Team:

The Sales Development team is globally distributed and in a scaling phase. The team includes SDRs and an M4 Head of Sales Development who leads the inbound SDR motion. We expect most of the team to transition to outbound (BDR) focus over time, with a smaller inbound team supported by automation.

We operate with high accountability to revenue targets and strong partnership with Sales and Marketing. The environment rewards clarity, urgency, experimentation, and data-driven decision making.

This role will overlap primarily with US business hours and should maintain at least 4-hour overlap with PST.

Learn about TRM Speed in this position:

• When outbound conversion drops for two consecutive weeks, you initiate root-cause analysis and launch 2–3 experiments within the same quarter.

• You never allow unclear metrics to persist — dashboards are refined continuously until they predict performance, not just describe it.

• Campaign performance readouts happen in real time, not retroactively at quarter-end.

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 financial 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 experiment – test, ship, measure, and iterate quickly.

• Master Craftsperson: We care deeply about our craft. We balance speed with high standards, own outcomes end‑to‑end, and invest in getting better everyday.

• Inspiring Colleague: We add clarity and energy, not noise. We bring humility, candor, and a one‑team mindset — giving and receiving feedback to make the team stronger.

JOIN OUR MISSION

At TRM we care deeply about our craft. We are looking for individuals who want their work to matter, who experiment with speed and rigor, and who take pride in building a safer world for billions of people. If you’re excited by TRM’s mission but don’t check every box, we encourage you to apply — we hire for slope, judgment, and the will to learn fast.

TRM is a Series C company with $220M in total funding, backed by Blockchain Capital, Goldman Sachs, Bessemer, Y C