Deployment Strategist, National Security Deployment Strategy

TRM Labs; Washington (District of Columbia); Hybrid; USD 118,000 - 170,000; Full time

Job summary

TRM Labs is seeking a Deployment Strategist for National Security to own onboarding, adoption, value realization, and renewal across U.S. defense and intelligence accounts. You will help analysts embed TRM tools in daily mission workflows and ensure successful outcomes.

You will deliver demos, structured training, and strategic guidance, coordinating with Sales, Product, and Engineering to align on customer needs and expansion opportunities while maintaining security and compliance requirements.

Qualifications

• Active TS/SCI clearance and US citizenship required.
• Experience with US government accounts in post-sales roles.
• Ability to explain AI workflows beyond basic summarization.
• Nice to have intelligence, blockchain analysis, or investigative background.

Responsibilities

• Serve as trusted advisor for national security accounts, building success plans and value narratives.
• Deliver demonstrations and structured training for analysts, operators, and agency leadership.
• Monitor usage, identify churn risk, and coordinate expansion with Account Directors.
• Translate customer priorities into product feedback for engineering and roadmap planning.

Skills

TS/SCI clearance

US citizenship

Post-sales experience

AI fluency

Intelligence background

Job description

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.

Recruitment agencies

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