TRM Labs is a blockchain intelligence company committed to fighting crime and creating a safer world. By leveraging blockchain data, threat intelligence, and advanced analytics, our products empower governments, financial institutions, and crypto businesses to combat illicit activity and global security threats. At TRM, you'll join a mission-driven, fast-paced team made up of experts in law enforcement, data science, engineering, and financial intelligence, tackling complex global challenges daily. Whether analyzing blockchain data, developing cutting-edge tools, or collaborating with global organizations, you'll have the opportunity to make a meaningful and lasting impact.
As a Sales Development Representative (Federal Civilian), you will play a crucial role in generating and qualifying prospects to support the Federal Civilian go-to-market team in delivering TRM resources to key agencies and, in turn, achieving revenue targets. Your primary responsibilities will include identifying new prospect offices, outbound prospecting, discovering customer needs, acting as an intelligence liaison, and sharing valuable TRM insights and use cases with potential customers in the federal civilian space.
The successful SDR will have previous experience in similar roles, be a self-starter, highly motivated, and adaptable, and possess excellent communication and interpersonal skills. This is not an entry-level position, as it requires a high level of ownership in building a scalable engine to uncover customer needs and determine how best to meet them.
We are ideally seeking candidates based in Washington D.C.
The impact you will have:
- Drive crucial pipeline generation through deep organizational research
- Work closely with Account Directors to identify and prioritize growth opportunities
- Set target roadmaps to establish key accounts and outbound initiatives
- Act as a customer liaison, uncovering needs, sharing intelligence insights, and guiding prospects during the pre-sales process
- Operate a scalable growth engine that streamlines and shortens the customer timeline to generate wins via a TRM partnership
- Messaging: You seek to understand a prospect's goals, challenges and needs. You take a holistic approach to how you message and always seek to iterate and test outbound messaging
- Hunter. You find excitement or fulfillment through developing meaningful client relationships, identifying new use cases, obsessing over prospect needs, meeting new contacts, and framing strategies for success
- Adaptable. Goals can change fast. You anticipate and react quickly
- Autonomous. You own what you work on. You move fast and get things done
- Excellent communication. You will need to communicate complex ideas effectively
- Collaborative. You must work collaboratively in a cross-functional team and with people at all levels in an organization
- Curious. You’re a good listener who asks great questions to drive a deep understanding
- Friendly. You’re warm and easy to talk to, conveying ideas efficiently and drawing information out of others by helping them feel at ease
What we’re looking for:
- 1+ year of experience and a track record of success in a Sales position or a degree in Business, Marketing, or Communication
- Experience supporting Public Sector clients in a fast-paced SaaS environment is preferred
- Proficiency in utilizing the following tools: Salesforce, Slack, Google Suite, etc.
About the Team:
- The Sales team is made of independent sales leaders who take ownership and initiative of their territory and responsibilities. Because we’re a global team, each team member is a master of their own territory
- We work asynchronously to share intel, win strategies, and support one another when prospects cross time zones
- Knowing the impact that our work has on the future of TRM, we’re scrappy and find ways to get things done and overcome any challenges that come our way
- Each team member works according to typical business hours in their territory. At times, it’s necessary for the team to meet together a few hours earlier or later than an individual’s local business hours, but those occasions are planned in advance
Learn about TRM Speed in this position:
- Returning prospect and customer communications within 24 hours at most, typically faster
- Raising any customer concerns to the relevant internal teams promptly
- Responding to internal requests (asks re: customer, prospect, and market information that can range from small to large projects) as quickly as possible
Compensation:
- The estimated on-target earnings (OTE) for this role are $95,000, which includes base salary and variable compensation. Equity is also included as part of the total package.
Life at TRM Labs
Leadership Principles
Our Leadership Principles shape everything we do—how we make decisions, collaborate, and operate 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.
Accelerate your Career
At TRM, you’ll do work that matters—disrupting terrorist networks, recovering stolen funds, and protecting people around the world. You will:
- Work alongside top experts and learn every day.
- Embrace a growth mindset with development opportunities tailored to your role.
- Take on high-impact challenges in a fast-paced, collaborative environment.
- Thrive in a culture of coaching, where feedback is fast, direct, and built to help you level up.
What to Expect at TRM
TRM moves fast—really fast. We know a lot of startups say that, but we mean it. We operate with urgency, ownership, and high standards. As a result, you’ll be joining a team that’s highly engaged, mission-driven, and constantly evolving.
To support this intensity, we’re also intentional about rest and recharge. We offer generous benefits, including PTO, Holidays, and Parental Leave for full time employees.
That said, TRM may not be the right fit for everyone. If you're optimizing for work life balance, we encourage you to:
- Ask your interviewers how they personally approach balance within their teams, and
- Reflect on whether this is the right season in your life to join a high-velocity environment.
- Be honest with yourself about what energizes you—and what drains you
We’re upfront about this because we want every new team member to thrive—not just survive.
The Stakes Are Real
Our work has direct, real-world impact:
- Jumping online after hours to support urgent government requests tracing ransomware payments.
- Delivering actionable insights during terrorist financing investigations.
- Collaborating across time zones in real time during a major global hack.
- Building new processes in days, not weeks, to stop criminals before they cash out.
- Analyzing blockchain data to recover stolen savings and dismantle trafficking networks.
Thrive as a Global Team
As a remote-first company, TRM Labs is built for global collaboration.
- We cultivate a strong remote culture through clear communication, thorough documentation, and meaningful relationships.
- We invest in offsites, regional meetups, virtual coffee chats, and onboarding buddies to foster collaboration.
- By prioritizing trust and belonging, we harness the strengths of a global team while staying aligned with our mission and values.
Join our mission!
We’re looking for team members who thrive in fast-paced, high-impact environments and love building from the ground up. TRM is remote-first, with an exceptionally talented global team. If you enjoy solving tough problems and seeing your work make a difference for billions of people, we want you here. Don’t worry if your experience doesn’t perfectly match a job description— we value passion, problem-solving, and unique career paths. If you’re excited about TRM’s mission, we want to hear from you.
Recruitment agencies
TRM Labs does not accept unsolicited agency resumes. Please do not forward resumes to TRM 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 without a signed agreement.
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