Deployment Strategist, Public Sector (Embedded Account)

TRM Labs

Washington (District of Columbia)

Hybrid

USD 127,000 - 156,000

Full time

25 hours ago

Be an early applicant

A complete application in a minute

Tailored resume and cover letter, ready to send.

Get past ATS filters

Job summary

TRM Labs is seeking a Deployment Strategist for a large government contract. You will own adoption, value realization, and the account trajectory over years, coordinating a 25+ TRM team onsite to ensure outcomes.

You’ll stand up the program, define operating models, cadences, and dashboards, then shift day-to-day work to the customer while preserving value and renewal potential.

Qualifications

Program management experience owning operating cadences, multi-stakeholder roadmaps, and cross-functional coordination.

Responsibilities

Own account success, adoption, and value realization for the government deployment.
Define program architecture, governance, and escalation paths.
Coordinate onsite TRM personnel and align with TRM Academy, Product/Engineering, and RevOps.
Design and track metrics; wire dashboards and report value to customer.
Lead workload and transition strategy from TRM-led to customer-led operations.
Onboard users, field questions, and drive first meaningful outcomes.
Host trainings and ensure readiness gates are met before live work.
Capture wins and translate outcomes into renewal and expansion narratives.
Maintain risk log and drive mitigations to milestones.
Coordinate deliverables and sprint activities for the customer.
Manage risk and issue tracking and mitigation actions.

Skills

Program management

Customer success

QBRs/MBRs

Threat intelligence

Government/public sector experience

Facilitation & communication

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.

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.

Interviewing with TRM

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!

AI Fluency at TRM

Accelerate repeatable workflows
Structure and solve problems
Improve output quality
Increase speed and leverage

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