Business Development Executive, APAC Public Sector (ANZ)

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 Role You will expand TRM’s strategic access across the Australia & New Zealand public sector ecosystem. This is a senior individual contributor role, designed for someone who already has deep credibility and trusted relationships across government, regulatory bodies, law enforcement, national security, financial intelligence, or public-sector practitioner communities in Australia & New Zealand. You are not being hired to build a network from scratch. You are being hired to activate a network you have already earned. This is not a traditional closing-quota sales role. Your mandate is to open senior-level conversations, multi-thread strategic public-sector accounts, create qualified opportunities, and help TRM become part of the most important conversations happening across European agencies and regulatory institutions. What You'll Do - Open senior-level access across Australia & New Zealand public-sector accounts by activating a network you have already built. - Build multi-threaded relationships across agencies, regulators, law enforcement, financial intelligence units, and practitioner communities. - Help TRM earn a seat in the most important public-sector conversations across Australia & New Zealand, including financial crime, illicit finance, crypto investigations, blockchain intelligence, sanctions, fraud, asset recovery, digital assets, and emerging regulatory priorities. - Identify and pursue high-value opportunities with government agencies, regulators, and other public-sector institutions. - Represent TRM externally at conferences, government forums, practitioner events, and industry convenings, turning public presence and private conversations into qualified opportunities. - Partner with Sales, Product, Marketing, and Policy to convert strategic access into qualified pipeline, customer opportunities, product signal, and durable market advantage. - Turn market, technology, and regulatory shifts into an early-warning system for TRM, helping the company spot opportunities and risks before competitors do. - Close the loop between field signal and internal strategy by feeding practitioner insight, agency priorities, procurement dynamics, objections, and regional market intelligence back into TRM’s product and go-to-market teams. What We're Looking For - Established network across Australia & New Zealand government, regulatory bodies, or public-sector practitioner circles - Comfortable as a public voice for TRM: conferences, panels, government forums - Experience translating relationships into concrete opportunities, not just warm intros - Already uses AI for research, prospecting, and pipeline management, with a concrete example to point to Hard Requirements - Based remotely within Australia & New Zealand - Willing to travel 30-40% - Existing relationships in Australia & New Zealand public sector / government space 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 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 you’re considered. WHAT TO EXPECT FROM OUR INTERVIEW PROCESS Our process is designed to understand how you think, solve problems, and deliver impact, while giving you the opportunity to evaluate TRM. Most interview processes include a case study, AI skills assessment, and Leadership Principles interview. - Recruiter Intro: Explore your experience, motivations, and alignment with the role. - Hiring Manager: Dive deeper into your relevant experience, skills, and impact. - First Round: Typically 1–2 interviews focused on the skills most critical to the role. - Final Round: Typically 3–5 interviews to go deeper on your craft, problem-solving, and alignment with TRM. - References: We’ll speak with former colleagues who can provide perspective on your work and impact. - Offer: If it’s a mutual fit, your recruiter will walk you through your offer and answer your questions. - Welcome to TRM: Once you sign, we’ll get you ready for your first day and onboarding. Your recruiter will share your specific interview plan and preparation guidance along the way. Learn more about interviewing at TRM https://www.trmlabs.com/resources/blog/interviewing-at-trm-how-we-hire-and-what-success-looks-like 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 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 https://www.trmlabs.com/policies/privacy-policy. 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 https://docs.google.com/forms/d/e/1FAIpQLSc6e8jRCl2cQwgIzXLpIGQXtwvMQh__TcokvO2toAAkT44A6Q/viewform?usp=dialog. 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 https://docs.google.com/forms/d/e/1FAIpQLSevmAzPxWOYm_7kMHb9lEJlX3tpdBeHvvvNWjsI_6xhUfnXjw/viewform?usp=dialog. 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. LEARN MORE: COMPANY VALUES https://www.trmlabs.com/culture | INTERVIEWING https://www.trmlabs.com/interviewing | FAQS https://www.trmlabs.com/faq