Deployment Strategist, Public Sector

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 Public Sector Deployment Strategist team at TRM Labs is dedicated to ensuring government and regulatory customers achieve their desired outcomes with TRM's blockchain intelligence platform. As a Deployment Strategist focused on the regulator segment, you will serve as a trusted advisor for regulatory agencies — driving adoption, onboarding, and retention across a critical and growing customer base. This position requires US Citizenship. The impact you will have: - Act as a trusted advisor for regulator customers, helping them maximize the effectiveness of TRM’s blockchain intelligence tools within their compliance, enforcement, and investigative workflows. - Onboard new regulator customers and drive utilization milestones within 60 days, tailoring training and enablement to each agency’s unique regulatory mandate. - Build and maintain strategic relationships with economic buyers at regulator agencies, connecting them to TRM executive leadership within the first 90 days. - Develop and launch self-serve resources (regulator playbooks, onboarding guides, FAQ copilots) to scale support and reduce time to value across the regulator segment. - Identify recurring regulator use cases and deliver scalable solutions (chatbots, workflow templates, standard query sets) that can be reused across multiple customers. - Monitor customer usage, detect adoption gaps, and execute proactively to maintain ~90%+ retention and identify expansion opportunities. - Serve as the Voice of the Customer for the regulator segment, surfacing product feedback and feature requests to Product and Engineering. What we're looking for: - 3–5+ years of experience working directly within or alongside government regulatory agencies - or in customer success, deployment, consulting, or account management roles where the primary customer base was government or regulatory bodies. - Practical experience with or strong interest in blockchain analysis, virtual currencies, and investigative/compliance tools. - Experience structuring problems and identifying the most critical issues to prioritize in complex regulatory environments. - Ability to communicate complex ideas effectively for technical and non-technical audiences, both verbally and in writing. - Demonstrated AI fluency — ability to build and deploy workflow-driven AI solutions (e.g., copilots, automated trackers, bots) beyond basic summarization. - Comfort operating in a fast-paced, remote-first environment where priorities can shift quickly. - US Citizenship required. About the Team: - The Public Sector DS team is a small, high-impact group covering multiple public sector segments, including regulators — serving some of TRM’s most strategically important customers. - Fully remote and globally distributed, with most overlap between 7am–5pm PT for meetings and collaboration. - The team thrives on asynchronous communication via Slack and Notion, with weekly customer syncs, bi-weekly health syncs, and regular POD calls. - As regulator interest grows across TRM’s product suite, this role is at the forefront of expansion into the regulatory segment. - The team culture is mission-driven, customer-obsessed, and operates with TRM Speed — delivering V1 solutions fast and iterating based on feedback. Team Operating Rhythms: - Weekly customer syncs with assigned accounts - Bi-weekly health syncs with DS team and leadership - Weekly POD calls with aligned Sales AEs - Weekly hiring sync with Recruiter (during active hiring) - Async daily standups via Slack On-Call Responsibilities: - Limited on-call responsibilities including one weekend on‑call per month after ramp, monitoring Slack about every two hours for P0/P1 issues Learn about TRM Speed in this position: - Self-Serve Resource Launch: Develop and launch self-serve resources (e.g., regulator playbooks, onboarding guides, or templates) within 2–3 weeks to reduce time to value and scale support across customers. - Scalable Regulator Solution: Identify a recurring regulator use case and deliver a scalable solution (e.g., chatbot, workflow template, or standard query set) within 30 days that can be reused across multiple customers. - Executive Relationship: Establish an economic buyer relationship within the first 60 days for new accounts, and connect that stakeholder to at least one TRM executive or senior leader within the first 90 days. 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