TRM is on a mission to build a safer financial system for billions of people. We deliver a blockchain intelligence data platform to financial institutions, crypto companies, and governments to fight cryptocurrency fraud and financial crime. We consider our business — and our profit — as a way to move towards our mission sustainably and at scale.
We’re seeking a Director of US Law Enforcement Sales to craft and execute a strategy that drives adoption and builds mindshare for TRM Labs' products within federal law enforcement agencies. As a dynamic leader with deep experience in agencies like the FBI, USSS, and DEA, you excel at the nexus of strategy, relationship management, and execution. In this fast-paced, high-growth environment, you will play a pivotal role in achieving TRM’s revenue goals, delivering innovative solutions, and empowering our customers to safeguard the global financial system.
The impact you will have:
- Achieve 2025 Revenue and Pipeline Generation targets while maintaining forecast accuracy within 10%.
- Build and scale a high-performing team, proactively managing underperformance and fostering a culture of coaching and success.
- Cultivate and expand executive-level stakeholder relationships, serving as a trusted advisor to key customers in the federal space.
- Collaborate cross-functionally with product, engineering, marketing, and the partner ecosystem to drive customer and revenue outcomes.
- Strategically experiment with and refine go-to-market strategies to address the unique needs of US law enforcement and federal customers.
- Act as a trusted technical advisor during sales presentations, positioning TRM's product to address sector-specific challenges (e.g., FedRamp).
- Utilize data-driven insights in collaboration with RevOps to iterate on strategies, test new approaches, and continuously improve results.
What we’re looking for:
- Proven track record of building and leading high-performing sales teams within TRM’s domain or adjacent markets. Demonstrated ability to manage underperformance and consistently achieve results.
- Experience working across functions, such as product, engineering, and marketing to prioritize customer outcomes and exceed pipeline generation targets.
- Deep understanding of US law enforcement workflows and mission objectives, with a history of building strong executive relationships and delivering solutions that address customer pain points.
- Comfort with technical product discussions, coaching sales reps on product positioning, and addressing sector-specific requirements.
- A hands-on leader with a proven ability to sell into customers directly, using a solution-selling approach to drive impact.
- Visionary leadership with the ability to craft and execute tailored GTM strategies for the federal sector, leveraging data and analytics to refine approaches.
- A self-starter with the adaptability to experiment proactively, navigate ambiguity, and drive continuous improvement across teams.
About the Team:
- Our public sector team thrives on collaboration, always looking out for each other by sharing opportunities and competitive insights. We actively exchange ideas and strategies to boost each other's sales efforts. Communication is key, and we primarily use Slack, making sure to @mention colleagues for timely responses. Our routine includes weekly 1-on-1 meetings with managers, bi-weekly team meetings, and monthly Pod meetings with the broader support organization. Above all, we prioritize our customers' missions, and this dedication is reflected in every aspect of our TRM life.
- Our team predominantly operates in the EST timezone, with some members in PST. We start our day around 8:00 am and typically finish after 5:00 pm. While we may work beyond standard hours when necessary, we deeply respect family time and strive not to intrude on it. We're committed to contributing whenever needed, ensuring our team's success isn't confined to a 40-hour workweek.
Learn about TRM Speed in this position:
- Rapid Opportunity Assessment: You'll swiftly equip your team in qualifying or disqualifying opportunities to ensure a strong, future-focused pipeline. Your goal is to ensure your team adds more than 4x in qualified pipeline each week, targeting next quarter and beyond.
- Sales Campaigns: You'll guide your team in developing two new sales campaigns each month to accelerate pipeline growth, with a focus on generating in-quarter opportunities.
- Strategic Sales Planning: You'll ensure your team regularly updates and evaluates a strategic sales plan for all Tier 1 current customers and identify potential Tier 1 prospects on a monthly basis.
Life at TRM Labs
Leadership Principles
Our Leadership Principles are foundational element of our strategy, guiding how we make decisions, how we treat each other, and how we behave day-to-day.
- Impact-Oriented Trailblazer: We put customers first, driving for speed, focus, and adaptability.
- Master Craftsperson: We prioritize speed, high standards, and distributed ownership.
- Inspiring Colleague: We value humility, candor, and a one-team mindset.
Build a Career
Joining TRM means being part of a mission-driven team comprised of industry leaders. At TRM, you'll experience:
- Purpose and Mission: Have a real-world impact, from disrupting terrorist networks to returning stolen funds.
- Inspiring Colleagues: Collaborate with industry leaders and learn something new daily.
- Personal Growth: We're not just using technology; we're inventing it and taking category-defining products to market.
Work Environment
- Remote First: Our HQ is online. Tools like Zoom and Slack ensure seamless collaboration, but we also value in-person interactions, organizing regular meetups and offsites for team bonding. Clear communication is key in our decentralized setup. With tools like Slack, Loom, and voice notes, we document meetings and decisions, promoting transparency and efficiency.
- Ownership & TRM Speed: Small teams drive big goals at TRM. Every team member has significant ownership and responsibility, fostering an environment of initiative and direct impact. While there's no strict clocking in or out, we expect team members to balance personal schedules and team needs. We move “surprisingly fast” while maintaining a high bar in service of our customers and mission. This can feel both intense and rewarding. Our unique approach to projects emphasizes quick wins, rapid iterations, and constant feedback.
- Diversity and Inclusion: Diversity at TRM encompasses backgrounds, experiences, and perspectives. Every day is an opportunity to learn from a colleague, whether they're a law enforcement expert or a tech pioneer.
- Annual Company Offsite: Once a year, TRMers come together from around the world to attend a 1-week mandatory company offsite. This is designed to foster in-person relationships, creativity, and strategic alignment. Employee attendance is required of all TRMers.
Join Us
We're looking for team members who love building from the ground up and want to work hard in a fast-paced and ambitious environment. We are remote-first, with exceptionally talented team members located around the world. If you like solving tough problems quickly and seeing your work improve the lives of billions of people, we want you at TRM.
We encourage you to reach out even if your experience doesn't precisely match the job description. Don't worry about picking exactly the right job; we can always explore other options after starting the conversation. Your passion and interests will set you apart, especially if your background or career is unconventional.
To all recruitment agencies: TRM Labs does not accept unsolicited agency resumes. Please do not forward resumes to TRM Labs employees. TRM Labs is not responsible for any fees related to unsolicited resumes and will not pay fees to any third-party agency or company that does not have a signed agreement with the Company.
