Deployment Strategist, CTI

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, CTI role gets enterprise cyber threat intelligence (CTI) teams from a signed contract to repeatable intelligence outcomes on TRM's Intel platform. As the first Deployment Strategist dedicated to private sector CTI in North America, you will own each customer end to end, from onboarding through adoption, renewal, and expansion. What makes this role unique at TRM is the chance to define the function from scratch: you set the deployment playbook, the success metrics, and the standard the next hire inherits. The impact you will have: - Get customers to real intelligence outcomes fast. Ship a working v1 deployment and onboarding playbook within your first 30 days, using Claude to turn customer call recordings and account notes into tailored onboarding plans. - Turn early wins into habit. Use Claude and TRM's Intel platform to move analysts from one-off searches to recurring workflows, such as threat landscape and sector targeting, vulnerability prioritization, credential and infostealer exposure, ransomware readiness, and malware and IOC investigation. - Free your time for judgment work. Build production AI workflows that pull from Salesforce, Gong, and product usage telemetry to auto-generate account health summaries and QBR drafts. - Catch risk before renewal. Define adoption benchmarks across your portfolio (hands-on usage, workflow adoption, consumption, and account-specific success metrics) and use AI-generated health signals to flag at-risk accounts well before renewal decisions. - Prove value with executives. Run business reviews with CISOs, CTI directors, and security leaders, using AI-drafted summaries that tie product usage to outcomes they report on, such as faster investigations, reduced exposure, and analyst time saved. - Grow every account. Co-own renewal and expansion with the Account Director, carry NRR and GRR targets alongside Sales, and use AI to find the next workflow, team, or use case worth expanding into. - Shape the product. Use AI to cluster adoption blockers, feature gaps, data coverage needs, and new use cases into prioritized input for Product, and build the deployment tooling the next hire will inherit. What we’re looking for: - 5+ years in deployment strategy, onboarding, solutions engineering, customer success, or other post-sale roles, with proven ownership of NRR, GRR, and expansion metrics, and a record of using AI to scale that work. - Background in cyber threat intelligence, security operations, threat hunting, incident response, or a CTI vendor or platform environment (consulting, MSSP, and enterprise security teams all count). - Credibility with CTI practitioners: you understand how a corporate CTI team works (intelligence requirements, finished intelligence, handoffs to SOC and hunt teams), you're fluent in threat actors, MITRE ATT&CK, vulnerability and exploitation intelligence, ransomware, and stealer logs, and you use AI to sharpen that intelligence work and earn an analyst's trust in the first meeting. - Zero-to-one experience: you've built a deployment, onboarding, or customer success function or playbook from scratch, used AI to speed it up, and can point to the outcomes it produced. - Production AI fluency: you've built real, repeatable AI workflows (not just experiments) that synthesize data from multiple sources, and you can explain the data logic and where human judgment stays in the loop. - Executive presence: you can run a QBR with a CISO at a global bank or insurer and guide the room through substance, arriving prepared with AI-assisted briefs. - Experience supporting enterprise customers across North American time zones, including regulated industries such as financial services, insurance, telecom, and critical infrastructure, plus a bias to ship v1 before you have all the answers, with AI helping you move faster. - Nice to have: time at a threat intelligence vendor, an ISAC or ISAO, or a corporate intelligence team; familiarity with third-party and supply chain risk or cyber insurance workflows; certifications such as GCTI or GCIH. About the Team: - This team focuses on TRM's Intel platform, supporting CTI and security teams at enterprises facing sophisticated cyber threats. - You'd be the first Deployment Strategist dedicated to private sector CTI in North America, with high ownership, direct access to leadership, and real influence on how TRM deploys and retains customers in this segment. The work stretches you: you set the agenda in a function that doesn't exist yet. - The broader customer team works distributed, not distant: async-first communication in Slack, strong documentation, and intentional synchronous time for key decisions. - You'll work directly with the Head of Customer Success and the CRO, with close day-to-day collaboration with North America Sales and Product, built on trust and direct feedback. Team Operating Rhythms: - Distributed, not distant: we hold weekly customer syncs and biweekly health syncs, join POD calls, and regularly engage customers as trusted advisors. - Working hours and customer coverage align primarily with North American time zones, with flexibility to collaborate across regions when needed. - The team moves fast and iterates: v1 ships before it's perfect, and feedback is direct and specific. - Communication is async-first in Slack, with synchronous time reserved for customer work and key decisions. Required online and collaboration hours: - Schedule: Primarily North American business hours, with occasional collaboration with customers outside US time zones if EMEA or APAC customers close earlier than expected. On-Call Responsibilities: - Schedule: No formal on-call rotation. As the primary lead for your customers, you see mission-critical issues through to resolution, including urgent customer needs outside standard hours when they arise. - Frequency: Not applicable (no rotation). Travel Requirements: - Schedule: Minimal. Most onboarding and enablement is virtual, with occasional travel to customers. - Frequency: About 10% of your time. Onsite Requirements: - Schedule: No regular onsite requirement. Occasional customer visits are covered under travel. - Frequency: Occasional, included in the 10% travel estimate. Learn about TRM Speed in this position: - A working v1 deployment playbook within 30 days: built from your first 2 to 3 accounts, with measurable adoption benchmarks, and already used by the account team to set customer expectations. - A draft success metrics framework at 50% complete within 6 weeks, shared with the account team and key customers to validate direction before further investment. - The highest-impact expansion play scoped within 60 days: worked backward from renewal and expansion targets, with a concrete recommendation to leadership on which workflow or use case to prioritize and why, grounded in account data. 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 inves…