Sales Development Representative - Law Enforcement

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.

As a Sales Development Representative, Law Enforcement, you will play a crucial role in generating and qualifying prospects to support the Public Sector go-to-market team in delivering TRM resources to key agencies and, in turn, achieving revenue targets. Your primary responsibilities will include identifying new prospect offices, outbound prospecting, discovering customer needs, acting as an intelligence liaison, and sharing valuable TRM insights and use cases with potential customers in the Law Enforcement space.

The successful SDR will have previous experience in similar roles, be a self-starter, highly motivated, and adaptable, and possess excellent communication and interpersonal skills. This is not an entry-level position, as it requires a high level of ownership in building a scalable engine to uncover customer needs and determine how best to meet them.

We are ideally seeking candidates based in Washington D.C. 

The impact you will have:

• Drive crucial pipeline generation through deep organizational research

• Work closely with Account Directors to identify and prioritize growth opportunities

• Set target roadmaps to establish key accounts and outbound initiatives

• Act as a customer liaison, uncovering needs, sharing intelligence insights, and guiding prospects during the pre-sales process

• Operate a scalable growth engine that streamlines and shortens the customer timeline to generate wins via a TRM partnership

• Messaging: You seek to understand a prospect's goals, challenges and needs. You take a holistic approach to how you message and always seek to iterate and test outbound messaging

• Hunter. You find excitement or fulfillment through developing meaningful client relationships, identifying new use cases, obsessing over prospect needs, meeting new contacts, and framing strategies for success

• Adaptable. Goals can change fast. You anticipate and react quickly

• Autonomous. You own what you work on. You move fast and get things done

• Excellent communication. You will need to communicate complex ideas effectively

• Collaborative. You must work collaboratively in a cross-functional team and with people at all levels in an organization

• Curious. You’re a good listener who asks great questions to drive a deep understanding

• Friendly. You’re warm and easy to talk to, conveying ideas efficiently and drawing information out of others by helping them feel at ease

What we’re looking for:

• 3+ years of experience and a track record of success in a Sales position or a degree in Business, Marketing, or Communication

• Experience supporting Public Sector clients in a fast-paced SaaS environment is preferred

• Proficiency in utilizing the following tools: Salesforce, Slack, Google Suite, etc.

About the Team:

• The Sales team is made of independent sales leaders who take ownership and initiative of their territory and responsibilities. Because we’re a global team, each team member is a master of their own territory

• We work asynchronously to share intel, win strategies, and support one another when prospects cross time zones

• Knowing the impact that our work has on the future of TRM, we’re scrappy and find ways to get things done and overcome any challenges that come our way

• Each team member works according to typical business hours in their territory. At times, it’s necessary for the team to meet together a few hours earlier or later than an individual’s local business hours, but those occasions are planned in advance

Learn about TRM Speed in this position:

• Returning prospect and customer communications within 24 hours at most, typically faster

• Raising any customer concerns to the relevant internal teams promptly

• Responding to internal requests (asks re: customer, prospect, and market information that can range from small to large projects) as quickly as possible

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