TRM Labs - Deployment Strategist, National Security
Requirements
• 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. • 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. • Schedule: Occasional travel for customer visits, trainings, and conferences. • Frequency: A few trips per quarter, typically short (2 to 3 days). • Schedule: Not applicable, this role is fully remote. • Frequency: Not applicable. • Sponsorship: TRM does not sponsor clearances. An active clearance is a prerequisite to apply.
Responsibilities
• 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. • 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.
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