Job description

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 Deployment Strategist team at TRM Labs helps government and law enforcement customers get full value from TRM’s intelligence platforms after the deal closes. As a Deployment Strategist supporting the public sector law enforcement segment, you will be the trusted advisor that state, local, campus, and federal investigators turn to as they trace illicit funds, adopt new workflows, and build cases. This role sits at the intersection of blockchain intelligence expertise and hands-on customer partnership, which is what makes Deployment Strategy at TRM different from a typical customer success seat. The impact you will have: - Act as the trusted advisor for a portfolio of law enforcement customers, helping investigators translate TRM’s platform into faster, stronger cases against money laundering, fraud, and sanctions evasion. - Build and deliver both product onboarding training and broader blockchain and investigative training for customers, extending your expertise as part of TRM’s instructor cadre. - Carry the Voice of the Customer back to Product and Engineering, making sure investigator pain points actually shape the roadmap. What we’re looking for: - 5+ years of experience in public sector work, ideally in law enforcement, financial crime, or a related investigative capacity, with genuine comfort supporting active law enforcement investigations involving money laundering, financial crime, sanctions evasion, and fraud. - Practical, hands-on experience with blockchain analysis and virtual currencies, ideally in an investigative context. - Demonstrated AI fluency: you can point to a specific workflow you built or automated (beyond using ChatGPT to summarize a document) and describe the outcome it drove for your team. - Ability to use AI tools to scale a growing book of business, while still knowing exactly when a customer conversation needs a real, unscripted human response. About the Team: - The Public Sector Deployment Strategist team is distributed, not distant. We work across time zones but stay in close, constant contact through Slack and shared documentation. - You’ll partner closely with Sales, Product, Engineering, and TRM Academy, and you’ll be the person law enforcement customers trust to translate their investigative priorities into what TRM builds next. - The team is mission-focused and customer-obsessed. We measure ourselves by whether customers renew, expand, and refer us, not by ticket counts. - Decisions get made quickly and collaboratively, with day-to-day account calls owned by the Deployment Strategist and larger strategic account decisions escalated to team leadership. Team Operating Rhythms: - Weekly customer syncs with your assigned accounts, plus bi-weekly health syncs with the DS team and leadership. - Regular squad calls with your aligned Sales team to stay coordinated on renewal and expansion motions. - Async daily check-ins via Slack, with detailed documentation standing in for meetings whenever possible. - Quarterly business reviews and customer webinars, run on a predictable cadence so customers always know what’s next. Required online and collaboration hours: - Schedule: Core overlap during North America business hours On-Call Responsibilities: - Schedule: About one weekend on call per month after ramp, checking Slack and Intercom roughly every couple of hours for urgent customer issues. There is no pager rotation. - Frequency: Most weekends pass without a page. When something does come up, it’s typically a customer-blocking issue needing a same-day response. Travel Requirements: - Schedule: Occasional travel within the United States and Canada for customer visits, trainings, and conferences. - Frequency: A few trips per quarter, typically short (2 to 3 days). Onsite Requirements: - Schedule: Not applicable, this role is fully remote. Learn about TRM Speed in this position: - Measurable example #1: When a growing group of accounts started overwhelming live onboarding capacity, a Deployment Strategist built an async video walkthrough that now covers roughly 75% of what live onboarding calls used to handle, cutting new-agency ramp time from weeks to days. - Measurable example #2: When a customer’s usage data flagged early signs of churn risk, a Deployment Strategist raised it the same day in the internal escalation channel, looped in the account team, and had a save plan in motion before the next business day. - Measurable example #3: During a company-wide offsite, Deployment Strategists staffed rotating coverage slots across every time zone so urgent customer issues still got a response inside the one-hour SLA, with no customer left waiting. APPLICATION INSTRUCTIONS If you’re interested in joining TRM, we encourage you to apply directly. Every application is reviewed by our Talent team. Before applying, review the job description carefully and highlight the experience and impact that best demonstrate the required qualifications. Please also provide thoughtful and accurate answers to the application questions, as these will be used to evaluate your skills and qualifications for the role. If you send your resume directly to someone at TRM, we can’t guarantee it will reach the appropriate hiring team. Applying directly is the best way to ensure your application will be considered. INTERVIEWING WITH TRM Our process is designed to understand how you think, solve problems, and deliver impact, while allowing you to evaluate TRM. Most interview processes include a case study, an AI skills assessment, and a Leadership Principles interview. - Recruiter Intro: Qualifications, motivations, and alignment with the role. - Hiring Manager: Deep dive into your relevant experience, skills, and impact. - First Round: 1–2 interviews focused on the skills most critical to the role. - Final Round: Hands-on case study. This is usually a panel-style session where we go deeper into your craft, problem-solving, and alignment with TRM. - References: Former colleagues who can provide insight into your work and impact. - Offer: Congrats! Your recruiter will present the offer and compensation details. - Welcome to TRM: We're excited to build a safer world with you! Your recruiter will share your specific interview plan and preparation guidance along the way. 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. LIFE AT TRM We are building a safer world. That promise shows up in how we work every day. TRM moves FAST. 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 - 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 thriving in 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. 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. 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 Goldman Sachs, Bessemer, Y Combinator, Thoma Bravo, and others. Headquartered in San Francisco, TRM operates as a distributed-first company with hubs in Los Angeles, San Francisco, New York, Washington D.C., London, and Singapore. PRIVACY POLICY AND ADDITIONAL INFORMATION By submitting your application, you agree to allow TRM Labs to process your personal information in accordance with our Privacy Policy trmlabs.com. We collect the information you provide (such as your resume, work history, and contact details) solely for the purpose of evaluating your candidacy for current and future roles at TRM. Because our hiring cycles for certain positions may span 24 to 36 months, we retain your personal information for up to 36 months from the date of your application. After that period, your data is deleted unless a different retention period is required or permitted by law. If you are located in the European Economic Area, the United Kingdom, or another jurisdiction with applicable data protection laws, you have the right to access, correct, or request deletion of your personal data at any time before that period ends. To exercise any of these rights, contact us at privacy@trmlabs.com. To notify TRM Labs that you believe this job posting is non-compliant, please submit a report through this form docs.google.com. No response will be provided to inquiries unrelated to job posting compliance. The use of AI tools of any kind (including but not limited to notetakers, interview assistants, and real-time coaching tools such as Otter.ai, Fireflies, Fathom, Cluey, or similar) during TRM interviews is not permitted without prior approval from TRM. TRM uses its own internal tools for note-taking to ensure a consistent and confidential experience for all candidates. We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this form docs.google.com. RECRUITMENT AGENCIES TRM Labs does not accept unsolicited agency resumes. Please do not forward resumes to TRM employees. TRM Labs is not responsible for any fees related to unsolicited resumes and will not pay fees to any third-party agency or company without a signed agreement.

Requirements

Must-haves

BUILD A SAFER WORLD.
Act as the trusted advisor for a portfolio of law enforcement customers, helping investigators translate TRM’s platform into faster, stronger cases against money laundering, fraud, and sanctions evasion.
Build and deliver both product onboarding training and broader blockchain and investigative training for customers, extending your expertise as part of TRM’s instructor cadre.
Carry the Voice of the Customer back to Product and Engineering, making sure investigator pain points actually shape the roadmap.
Practical, hands-on experience with blockchain analysis and virtual currencies, ideally in an investigative context.
Demonstrated AI fluency: you can point to a specific workflow you built or automated (beyond using ChatGPT to summarize a document) and describe the outcome it drove for your team.
Ability to use AI tools to scale a growing book of business, while still knowing exactly when a customer conversation needs a real, unscripted human response.
The Public Sector Deployment Strategist team is distributed, not distant. We work across time zones but stay in close, constant contact through Slack and shared documentation.
You’ll partner closely with Sales, Product, Engineering, and TRM Academy, and you’ll be the person law enforcement customers trust to translate their investigative priorities into what TRM builds next.
The team is mission-focused and customer-obsessed. We measure ourselves by whether customers renew, expand, and refer us, not by ticket counts.
Decisions get made quickly and collaboratively, with day-to-day account calls owned by the Deployment Strategist and larger strategic account decisions escalated to team leadership.
Weekly customer syncs with your assigned accounts, plus bi-weekly health syncs with the DS team and leadership.
Regular squad calls with your aligned Sales team to stay coordinated on renewal and expansion motions.
Async daily check-ins via Slack, with detailed documentation standing in for meetings whenever possible.
Quarterly business reviews and customer webinars, run on a predictable cadence so customers always know what’s next.
Schedule: Core overlap during North America business hours
Schedule: About one weekend on call per month after ramp, checking Slack and Intercom roughly every couple of hours for urgent customer issues. There is no pager rotation.
Frequency: Most weekends pass without a page. When something does come up, it’s typically a customer-blocking issue needing a same-day response.
Schedule: Occasional travel within the United States and Canada for customer visits, trainings, and conferences.
Frequency: A few trips per quarter, typically short (2 to 3 days).
Schedule: Not applicable, this role is fully remote.
If you’re interested in joining TRM, we encourage you to apply directly. Every application is reviewed by our Talent team.
If you send your resume directly to someone at TRM, we can’t guarantee it will reach the appropriate hiring team. Applying directly is the best way to ensure your application will be considered.
Recruiter Intro: Qualifications, motivations, and alignment with the role.

Nice-to-haves

None flagged.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

aigo

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Effort: quick