Deployment Strategist, National Security

As a Deployment Strategist for National Security at TRM Labs, you own a portfolio of U.S. defense and intelligence accounts, guiding them from onboarding and training through adoption, value realization, and renewal. You help analysts and operators adopt TRM's AI-powered intelligence solutions in a segment where missions, security rules, and workflows differ significantly from other TRM customers. This position requires US citizenship and an active TS/SCI clearance.

What you'll do

• Act as the trusted advisor for your national security accounts: explain complex technical and investigative concepts, build success plans, establish engagement cadence, and develop the value story that drives 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 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 you bring

• An active TS/SCI clearance and US citizenship, with 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, 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.

What we offer

• Base salary range of $118,000 to $170,000 plus variable compensation.
• Eligibility to participate in TRM's equity plan.
• Fully remote work with occasional travel for customer visits, trainings, and conferences (a few trips per quarter, typically 2 to 3 days each).
• Weekly customer syncs with your assigned accounts, plus bi-weekly health syncs with the DS team and leadership.
• On-call responsibilities of approximately one weekend per month after ramp, checking Slack and Intercom roughly every couple of hours for urgent customer issues.

About TRM Labs

TRM Labs provides AI-powered intelligence solutions that help public and private sector agencies investigate and disrupt crime. TRM is a Series C company with $220M in total funding, backed by Goldman Sachs, Bessemer, Y Combinator, Thoma Bravo, and others. The company operates as a distributed-first organization with hubs in Los Angeles, San Francisco, New York, Washington D.C., London, and Singapore.