Deployment Strategist

TRM Labs; Washington (District of Columbia); Hybrid; USD 127,000 - 156,000; Full time

Job summary

TRM Labs seeks a Deployment Strategist for a large government deployment in the DC area. You will own program architecture, governance, and cross‑functional coordination across TRM teams to ensure successful adoption and value realization for a high‑impact client.

Ideal candidates have program management experience in government or public sector settings, strong facilitation skills, and a focus on outcomes such as adoption, renewal, and expansion.

Qualifications

• Program management experience — own operating cadences, multi-stakeholder roadmap, cross-functional coordination.
• Experience in customer success, deployment, or a strategist/CSM-type role, ideally with a single strategic account.
• Experience running QBRs/MBRs and managing revenue outcomes.
• Background in or alongside threat intelligence, crypto investigations, or critical infrastructure.
• Experience delivering in or alongside government/public sector environments.
• Strong facilitation and communication skills — training leadership and field users and translating usage into a value story.
• AI fluency is a plus and demonstrates practical application in investigations.

Responsibilities

• Own adoption and value realization for the government deployment.
• Define program architecture, governance, and operating cadences.
• Coordinate a large embedded TRM team on site with the customer.
• Design and track metrics; manage risk and issue logs.
• Lead onboarding, trainings, and stakeholder enablement.
• Drive revenue outcomes and align with renewal/expansion goals.

Skills

Program management

Customer success

QBRs/MBRs

Revenue outcomes

Threat intelligence

Public sector

Facilitation & comms

AI fluency

Job description

T R M L a b s i s t h e i n t e l l i g e n c e p l a t f o r p u b l i c s a f e t y a n d n a t i o n a l s e c u r i t y , b u i l t t o d e t e c t a n d d i s r u p t t h e c r i m i n a l n e t w o r k s t h a t e x p l o i t f r o n t i e r t e c h n o l o g i e s f o r t h e p u r p o s e s o f h a r m . O u r A I I n v e s t i g a t i o n s p l a t f o r m b r i n g s t o g e t h e r i n t e l l i g e n c e f r o m d o z e n s o f p r e v i o u s l y d i s p a r a t e s o u r c e s t o l i n k o n l i n e a c t i v i t y t o g l o b a l s e c u r i t y t h r e a t s , g i v i n g i n v e s t i g a t o r s a h o l i s t i c p i c t u r e o f c r i m i n a l a c t i v i t y s o t h e y c a n d i s r u p t i t a t m a c h i n e s p e e d .

O u r c u s t o m e r s u s e o u r t e c h n o l o g y t o c r e a t e a s a f e r w o r l d . O u r t e a m c o m b i n e s e x p e r t i s e f r o m l a w e n f o r c e m e n t , d a t a s c i e n c e , e n g i n e e r i n g , a n d f i n a n c i a l i n t e l l i g e n c e t o c o m b a t t e r r o r i s t f i n a n g i n g , d r u g t r a f f i c k i n g , h u m a n t r a f f i c k i n g , a n d o t h e r s e r i o u s c r i m e s . H e r e , y o u ' l l j o i n a m i s s i o n - d r i v e n , f a s t - p a c e d e n v i r o n m e n t w h e r e i n n o v a t i o n d r i v e s r e a l i m p a c t . W h e t h e r y o u ' r e a n a l y z i n g b l o c k c h a i n d a t a , d e v e l o p i n g c u t t i n g - e d g e s o f t w a r e , o r p a r t n e r i n g w i t h g l o b a l o r g a n i z a t i o n s , e a c h d a y b r i n g s f r e s h c h a l l e n g e s a n d o p p o r t u n i e s t o m a k e a m e a n i n g f u l d i f f e r e n c e i n s t o p p i n g c r i m i n a l a c t i v i t y .

Kyle Armstrong

Director of Law Enforcement Relations

My career has been about expanding impact — from handling single cases at the FBI, to supporting investigations nationwide in the Virtual Assets Unit, and now at TRM, helping law enforcement globally. Through Beacon Network, we’ve built something neither the private nor public sector could do alone: a dynamic partnership driving real action against illicit crypto activity worldwide.

Chris Wong

At TRM, data isn’t just part of the process—it’s the very core of our existence, making it incredibly exciting for a data engineer like me to contribute where everything begins with data.

Staff Software Engineer (Data Platform)

Every day, I get to work with experts across law enforcement, engineering and law who share a mission to create a safer world for people. We actually fight bad guys, and help the good guys win.

Assistant General Counsel

I've spent my entire career working to protect the financial system from illicit actors, and now I get to do it on a bigger scale, alongside those who are the very best in the world at what they do, building something really special together.

Ari Redbord

Global Head of Policy

By coming to TRM from the FBI, I’ve been able to scale my impact of combatting ransomware and nurturing collaboration between the public and private sectors.

I get to work with some of the smartest people I’ve ever met from 30+ countries, and we spend all day figuring out how to combat drug trafficking/terrorist financing/elder scams/etc. I can’t imagine anything more fulfilling.

Kevin Tran

Data Science Team Manager

Some people in tech spend every weekday working on products that are not really making the world a better place. I get so much satisfaction spending my time looking for the smartest people I can find, and saying ‘Would you like work at a company that is making the world a safer place?’

Head of Talent

In my previous life in the public sector, there was a lot of bureaucracy that slowed down my ability to make an impact. Thats not the case at TRM, people here have high ownership and see through their projects. It’s so rewarding.

The product we’re building is making a real impact on peoples lives; and I get to build this alongside smart, passionate humans who push me to get better at my craft.

Jenny Gai

Senior Product Marketing Manager

I can tell you the exact reason I decided to join TRM. When I was conducting my job search, I was evaluating 3 offers and all were in the start-up space. What stood out to me about TRM was very similar criteria to a previous start-up I joined that went public; it has bleeding edge technology, solid funding, very smart people and was experiencing hyper growth. That equation adds up to success.

I was most excited to join TRM because of our mission, but I didn’t realize how much I’d love working with this team. At TRM, we have a culture of supportive teamwork and close collaboration. My colleagues are some of the most interesting, high-integrity and high-achieving people I know. I’m inspired just by working alongside them.

Kinsey Cronin

Terry Carson

Data Scientist

TRM offers an unparalleled and remarkable experience. Working at a company with a strong mission in a fast-paced industry is incredibly motivating—especially when you can directly see the difference your efforts make in the real world.

Accounting Manager

Moving to the private sector from law enforcement can be quite challenging. I think one of the things that I struggled with, and is quite common, is that the move to the private sector often comes with a change in identity and lost purpose. But then I found TRM, and thats one of the reasons I really love it here- we've still got that purpose. I still get to work alongside law enforcement every day, and I still get to help catch bad guys — but now I just do it on a more global scale.

Head of Deployment Strategy, APAC

TRM is a place where I, and others, experience a safe environment to openly challenge ideas, which ultimately helps me learn and grow in my career.

Staff Software Engineer

At our last company All Hands, we covered two recent cases where law enforcement had leveraged TRM - one helping stop an ISIS terrorist attack, and another helping stop a child sexual abuse operation. I love TRM not just because the people are brilliant, but because we dedicate our time to impact like this.

Our global team

TRM brings together experts in machine learning, data science, anti-fraud and compliance to crack complex problems and build future-proofed solutions for pre‑eminent organizations and public agencies around the world.

Deployment Strategist

Location

Employment Type

Full time

Location Type

Hybrid

Department

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.

This is a single‑customer Deployment Strategist role dedicated to a large government contract. Reporting into Customer Success, you'll be the embedded partner accountable for the customer’s success on TRM's AI investigation platform — owning adoption, value realization, and the trajectory of the account over a multi‑year horizon, and coordinating the 25+ TRM personnel deployed onsite to make sure outcomes are achieved.

Early on, the work is equal parts standing up value and architecting the program: onboarding users, running trainings, and capturing wins so the customer feels TRM's impact from day one — while also defining the operating model, cadences, metrics, and the roadmap for how the account matures. As it does, more day‑to‑day execution shifts to the customer's own team and you move into the full steady‑state DS remit — sustained adoption, reporting, business reviews, and the partnership that underpins renewal and expansion.

What you'll own

Account success & value realization — you own the outcome: adoption, mission impact, and the value story that carries renewal and expansion.

Program architecture & governance — define the operating model, cadences, decision rights, and escalation paths; own the program charter and keep it current.

Onsite team coordination — coordinate across the 25+ TRM personnel deployed onsite, keeping the embedded team aligned and driving toward the outcomes the customer is counting on.

Metric design & tracking — determine what gets measured (mission outcomes, platform usage, capability maturity), wire up the dashboards, and own the story the numbers tell — reported both internally and to the customer.

Workload & transition strategy — author and drive the roadmap for shifting workflows from TRM‑led to customer‑led, deciding which move, on what timeline, and under what conditions, evolving the model from TRM‑heavy to partnership to advisory.

Adoption & enablement — onboard new platform users, field customer questions, and make sure users reach their first meaningful outcomes (“magic moments”).

Training & readiness — host platform trainings for HQ and field, and partner with TRM Academy so readiness gates are met before users take on live work.

Value capture & communication — capture and record wins, communicate that value back through the regular drumbeat (standups, MBRs, QBRs), and translate program outcomes into the option‑year and expansion narrative (the data backbone, not the deal‑owner).

Cross‑functional coordination — act as the connective tissue across TRM — investigations, TRM Academy, Product/Engineering, and Capture/RevOps — keeping everyone aligned and unblocked.

Customer deliverables & sprint coordination — help the customer produce the administrative deliverables they need and support their sprint coordination.

Risk & issue management — maintain the risk log, flag threats to milestones, and drive mitigations.

What success looks like

Year 1: The operating model, governance, and reporting are stood up; users are onboarded and active; trainings are running for HQ and field; and you're consistently capturing wins and communicating that value back — TRM's impact is visible and documented, and a deliberate shift of routine work toward the customer's team has begun.

Year 2 and beyond: The account is in steady state on the full DS remit — sustained adoption, usage reporting, business reviews, deliverable support — with the customer owning more day‑to‑day execution and TRM's value clear enough to carry renewal and expansion.

What we're looking for

Program management experience — you can own operating cadences, a multi‑stakeholder roadmap, and cross‑functional coordination without formal authority, not just track a schedule.

Experience in customer success, deployment, or a strategist/CSM‑type role, ideally embedded with a single strategic account.

Experience running QBRs/MBRs and managing revenue outcomes (adoption, renewal, expansion).

Background in or alongside threat intelligence, scam disruption, cyber disruption, or critical infrastructure — you understand the mission and the stakeholders.

Experience delivering in or alongside government / public sector environments.

Strong facilitation and communication skills — comfortable training both leadership and field users and translating usage and outcomes into a clear value story.

AI fluency — you use AI tools to work faster and sharper, and can reason about how an AI investigation platform changes analyst workflows and where human judgment stays essential, helping non‑technical users build trust in AI‑assisted outputs.

Nice to have

Familiarity with blockchain intelligence, crypto investigations, or financial‑crime workflows.

Experience supporting federal law enforcement or national security customers.

About the Team:

You’ll join TRM's Customer Success / Deployment Strategist function as the dedicated owner of a large, single‑customer government deployment.

This is a net‑new seat: you both stand up the program and architect how it matures, with high autonomy and high ownership.

You'll coordinate a large embedded TRM team onsite and partner across TRM Academy, Product/Engineering, and Capture/RevOps.

The bar is high: every DS is expected to pair program‑ownership depth with the customer judgment to operate with ownership in a sensitive environment.

Team Operating Rhythms:

Distributed, not distant. The team is US‑based, with regular onsite presence in the DC metro area (up to 3 days per week).

Synchronous onsite with the customer and the embedded team; asynchronous between engagements in Slack and Notion.

Weekly 1:1 with manager and a weekly program‑health sync; a regular MBR/QBR cadence with the customer.

Operates in US business hours with overlap for internal syncs.

Required online and collaboration hours:

Schedule: US business hours, with overlap across TRM teams for internal syncs and coverage of the customer's operating hours.

On‑Call Responsibilities:

This role has no on‑call responsibilities

Travel Requirements:

Schedule: Hybrid onsite at the customer in the DC metro area; periodic travel to other sites as the mission requires.

Frequency: Up to 3 days a week onsite

Onsite Requirements:

Schedule: Regular in‑person presence at the customer site to coordinate the embedded team and run working sessions and trainings.

Frequency: Up to 3 days a week onsite

Learn about TRM Speed in this position:

Within 30 days: map the deployment, meet the embedded team and key customer stakeholders, and stand up the first automated weekly readout so value is visible from the start.

Within 60 days: launch the operating cadence (standups, reporting, risk log) and onboard the first wave of users to their first meaningful outcomes, with trainings running for HQ and field.

Within 90 days: deliver the first customer MBR/QBR with a coherent metric story and captured wins, and publish the transition roadmap for shifting routine work toward the customer's team.

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 $127,000-$156,000.

Additionally, this role may be eligible to participate in TRM’s equity plan.

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: Meet some of the people you'd be working with. This is usually a panel‑style session where we 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.

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 about Interviewing at TRM

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

Increase speed and leverage

You will be evaluated on applied AI fluency during the interview process.

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. Learn more about building tools for defenders .

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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.

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