Deployment Strategist, Public Sector

TRM Labs; United States; On-site; USD 80,000 - 120,000; Full time

Job summary

TRM Labs is seeking a Deployment Strategist to advise government and regulatory customers on maximizing their use of TRM's blockchain intelligence tools. This role demands strong familiarity with regulatory agencies, excellent communication skills, and a practical understanding of blockchain analysis. Successful candidates will have a track record in customer success roles focused on government clients. The position requires US Citizenship and offers an opportunity to drive meaningful engagement with critical agencies in a remote-first environment.

Qualifications

• 3–5+ years of experience with regulatory agencies or customer success roles.
• Practical experience or strong interest in blockchain analysis.
• Ability to communicate complex concepts effectively.

Responsibilities

• Act as a trusted advisor for regulator customers.
• Onboard new regulator customers within 60 days.
• Build relationships with economic buyers at agencies.

Skills

Experience with government regulatory agencies

Blockchain analysis and virtual currencies knowledge

Ability to communicate complex ideas

Experience in customer success or account management

AI fluency

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 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 (e.g., FINRA, CFTC, SEC, IRS, OCC, FinCEN) 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.

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.

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.

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.