Deployment Strategist, National Security

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 makes sure government customers achieve the outcomes they chose TRM to deliver. As the Deployment Strategist for National Security, you will own a portfolio of U.S. defense and intelligence accounts, from onboarding and training through adoption, value realization, and renewal, and you will help analysts and operators adopt TRM’s tools in a segment where missions, security rules, and workflows differ from any other TRM customer. This position requires US citizenship and an active TS/SCI clearance. The impact you will have: - Act as the trusted advisor for your national security accounts: confidently explain complex technical and investigative concepts, and build the success plans, engagement cadence, and value story that carry renewals and expansion. - Get users to their first meaningful outcome: build and deliver demonstrations and structured training tailored to analysts, operators, and agency leadership, to ensure that TRM is embedded in daily mission workflows. - Protect and grow your book: monitor usage and engagement, spot early signals of churn risk, and partner with Account Directors on expansion opportunities that drive gross and net revenue retention targets. - Serve as the Voice of the Customer: translate national security investigative priorities into feedback for Product and Engineering that influences what TRM builds next. What we’re looking for: - Active TS/SCI clearance, US citizenship, and a home base in the DC metro area (DC, MD, or VA). - Proven customer success, deployment strategy, or other post-sales experience with US government accounts, including driving adoption, renewal, and expansion, and training both leadership and hands-on users. - Demonstrated AI fluency: you build and use AI workflows beyond basic summarization and know where human judgment stays essential. - Nice to have: a hands-on intelligence, blockchain analysis, or investigative background embedded in the US government. 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 national security 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: US business hours, with overlap for internal syncs and customer coverage. 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 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. - Frequency: Not applicable. Clearance Requirements: - Level required: TS/SCI (active). - Sponsorship: TRM does not sponsor clearances. An active clearance is a prerequisite to apply. Learn about TRM Speed in this position: - Measurable example #1: You meet with an existing national security customer, capture their internal success metrics, and draft a 30/60/90-day success plan to achieve them, all in the same week. - Measurable example #2: A customer’s analysts hit a blocking issue. You pull in Product, Engineering, and Solutions Architecture, get an answer or a fix path, and close the loop with the customer, all in the same day. - Measurable example #3: You surface an expansion opportunity on a customer call, validate it against CSQL criteria, and log it with the Account Director within the same day. THE FOLLOWING REPRESENTS THE ESTIMATED RANGE OF COMPENSATION FOR THIS ROLE: - Individual pay is determined by skills, qualifications, experience, and location. The compensation details listed in this posting reflect the US base salary only - The estimated base salary range for this role is $118,000 - $170,000 plus variable compensation. - Additionally, this role may be eligible to participate in TRM’s equity plan. - Please note – we factor in the different costs for geographies outside the United States. 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 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,…