Government Deployment Strategist — Customer Success Lead

TRM Labs; Washington (District of Columbia); On-site; USD 110,000 - 170,000; Full time

Job summary

TRM Labs is seeking a Deployment Strategist 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, coordinating the 25+ TRM personnel onsite to ensure outcomes are achieved.

Initially, the work is equal parts standing up value and architecting the program: onboarding users,

Responsibilities

• 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.

Job description

TRM Labs is seeking a Deployment Strategist 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, coordinating the 25+ TRM personnel onsite to ensure outcomes are achieved.

Initially, the work is equal parts standing up value and architecting the program: onboarding users,