Build a Safer World.
TRM Labs provides blockchain analytics and AI solutions to help law enforcement and national security agencies, financial institutions, and cryptocurrency businesses detect, investigate, and disrupt crypto-related fraud and financial crime. TRM’s blockchain intelligence and AI platforms include solutions to trace the source and destination of funds, identify illicit activity, build cases, and construct an operating picture of threats. TRM is trusted by leading agencies and businesses worldwide who rely on TRM to enable a safer, more secure world for all.
As the Enablement Specialist for Public Sector at TRM Labs, you will play a critical role in architecting and scaling a high-performing Public Sector sales organization during a period of rapid growth. With 20+ new Account Directors joining and increasing specialization across GTM, this role will define and drive the enablement strategy that ensures Public Sector sellers ramp quickly, execute with precision, and operate with the disciplined sales motions required for mission-focused government customers.
This is a strategic, high-ownership enablement role. You will translate Public Sector leadership’s priorities into a comprehensive, scalable enablement roadmap—designing the systems, programs, and operating rhythms that drive consistent execution and measurable performance improvement. You will serve as a trusted partner to Sales Leadership, shaping how we onboard, coach, inspect, and continuously elevate the Public Sector sales organization.
The impact you will have:
- Own the Public Sector enablement strategy and roadmap, aligning onboarding, training, content systems, and inspection rhythms to revenue goals, hiring plans, and market complexity.
- Design and continuously optimize a scalable onboarding architecture, accelerating new seller readiness while ensuring deep understanding of government procurement, mission alignment, and complex stakeholder navigation.
- Establish durable enablement systems—not just assets—including playbooks, certification paths, manager coaching frameworks, and inspection tools that reinforce qualification rigor and execution discipline.
- Proactively identify execution gaps through funnel analysis, win/loss insights, and manager feedback, and deploy targeted enablement interventions that improve deal quality, cycle efficiency, and forecast accuracy.
- Partner closely with Public Sector Sales Leadership to reinforce qualification standards, evaluation planning, procurement-path mapping, and multithreaded stakeholder strategies across the organization.
- Drive content governance and field adoption strategy, ensuring seller-facing resources remain current, differentiated, and highly utilized, while eliminating redundancy and drift.
- Influence cross-functional alignment with Product, PMM, and Revenue Leadership to ensure Public Sector messaging, competitive positioning, and product updates are effectively operationalized in the field.
- Define and track enablement KPIs, delivering regular insights to leadership on ramp speed, content adoption, early-stage conversion, deal progression, and overall program ROI.
- Serve as a strategic thought partner to leadership during periods of change (new segments, new products, hiring waves), proactively recommending enablement investments and sequencing.
What we’re looking for:
- 5–8+ years in sales enablement, sales leadership, or Public Sector sales, with demonstrated experience owning programs end-to-end and influencing senior stakeholders.
- Proven ability to design enablement strategies—not just execute trainings—including onboarding architecture, certification frameworks, coaching systems, and inspection rhythms.
- Experience supporting sales teams selling to federal, state, or local government—preferably in SaaS, cybersecurity, fintech, or mission-oriented technology.
- Strong understanding of complex government procurement cycles, qualification rigor, multithreading, evaluation plans, and stakeholder mapping within regulated environments.
- Demonstrated ability to translate GTM strategy into structured, repeatable sales motions that improve conversion rates and forecast accuracy.
- Experience leveraging enablement tools (e.g., Highspot, Salesforce, Gong, or equivalent) to build scalable workflows, track adoption, and measure performance impact.
- Analytical and business-oriented mindset, with the ability to connect enablement initiatives directly to revenue outcomes.
- Exceptional communication and executive presence, with the ability to influence managers and senior leaders while building credibility with frontline sellers.
- Comfort operating in a high-growth, fast-changing environment where ambiguity is high and proactive leadership is required.
Compensation:
- This role offers a competitive base salary range of $128,000–$137,000 USD, along with equity in TRM Labs. Total compensation is aligned with experience, level, and scope of the role.
About the Team:
- We operate as a fully remote and asynchronous-first GTM organization, using Slack (text, voice notes, and video messages) and Notion as primary communication channels.
- While globally distributed, most collaboration occurs between 11am–5pm EST, and all team members must maintain at least 6 hours of overlap with EST business hours.
- We meet in person a few times per year and encourage more frequent in-person collaboration for those near a hub.
Learn about TRM Speed in this position:
1. Update and Upload a Playbook Within 3 Days
When Public Sector leaders flag a recurring objection, procurement nuance, or messaging drift, the L2 updates the relevant playbook section and uploads it to Highspot within 3 business days, including a short manager brief.
2. Stand Up Onboarding Materials Within 1 Week
When new Public Sector hires are confirmed, the L2 assembles or refreshes core onboarding modules (slides, scenarios, exercises) within 7 days, enabling a ready-to-run, consistent onboarding experience.
3. Produce a Targeted Micro-Training Within 72 Hours
When managers identify an execution gap (e.g., weak discovery or poor qualification language), the L2 builds a focused resource—one-pager, talk track, or quick scenario practice—within 72 hours, and distributes it with measurable adoption tracking.
Life at TRM
We are building a safer world. That promise shows up in how we work every day.
TRM moves quickly. We are a high velocity, high ownership team that expects clarity, follow-through, and impact. People who thrive here are energized by hard problems, experimentation, and continuous feedback. If something takes months elsewhere, it will ship here in days.
Our work sits at the intersection of AI, national security, and fighting financial crime. The problems are complex, the stakes are real, and the environment evolves quickly. The pace and intensity of the work reflect the importance of the mission. As a result, the way we operate requires a high level of ownership, adaptability, collaboration, and creative problem-solving.
At TRM, you should expect:
- Priorities and targets to change quickly as we experiment and iterate
- Work that often requires operating with a high degree of ambiguity
- A high level of personal ownership and accountability
- Close collaboration across teams and functions
- Frequent, high-touch communication
- • Creative problem solving and out-of-the-box thinking
- A pace that rewards urgency, adaptability, and outcomes
This environment is energizing for people who enjoy building, solving hard problems, and making progress in situations that are not always fully defined. It also requires comfort navigating ambiguity, adjusting course as new information emerges, and maintaining focus and positivity in a fast-moving and intense environment.
We also recognize that this style of operating is not for everyone. If you are primarily optimizing for predictability or a consistently balanced workload, we encourage you to use the interview process to pressure test whether this environment is truly the right fit. We want teammates who thrive here, not just survive here.
At the same time, many people find this work deeply rewarding. If you are excited by meaningful problems, motivated by ambitious goals, and energized by working alongside mission-driven colleagues, there is a good chance you will find TRM to be an exceptional place to grow and contribute. Learn more: Interviewing at TRM: How We Hire and What Success Looks Like
AI Fluency at TRM
AI fluency is a baseline expectation at TRM.
We believe AI meaningfully changes how top performers operate. We expect every team member to use AI to accelerate and reimagine their craft, not just automate surface tasks.
At TRM, AI fluency means you are among the top 10 percent of operators in your function in how you apply AI to:
- Accelerate repeatable workflows
- Structure and solve problems
- Improve output quality
- Increase speed and leverage
You will be evaluated on applied AI fluency during the interview process.
Leadership Principles
We hire and grow against three leadership principles. They’re the standards for how we operate, treat each other, and make decisions.
- Impact-Oriented Trailblazer: We put customers first and move with speed, focus, and adaptability. We treat every plan like an experiment – test, ship, measure, and iterate quickly.
- Master Craftsperson: We care deeply about our craft. We balance speed with high standards, own outcomes end‑to‑end, and invest in getting better everyday.
- Inspiring Colleague: We add clarity and energy, not noise. We bring humility, candor, and a one‑team mindset — giving and receiving feedback to make the team stronger.
The impact you will have
This work has real stakes. Depending on your role at TRM, your week might look like:
- Driving critical investigations that can’t wait for typical business hours.
- Shipping products in days when others would schedule quarters.
- Partnering with teams across time zones to deliver insights while the story is still unfolding.
- Building new solutions from first principles when the playbook doesn’t yet exist.
- Protecting victims and customers by tracing illicit activity and disrupting criminal networks.
Join our Mission
At TRM we care deeply about our craft. We are looking for individuals who want their work to matter, who experiment with speed and rigor, and who take pride in building a safer world for billions of people. If you’re excited by TRM’s mission but don’t check every box, we encourage you to apply — we hire for slope, judgment, and the will to learn fast.
TRM is a Series C company with $220M in total funding, backed by Blockchain Capital, Goldman Sachs, Bessemer, Y Combinator, Thoma Bravo, and others. Headquartered in San Francisco, TRM operates as a distributed-first company with hubs in Los Angeles, San Francisco, New York, Washington D.C., London, and Singapore.
Privacy Policy and Additional Information
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Our typical hiring cycles for specialized roles span 24 to 36 months. Accordingly, we retain your personal information for up to 36 months to evaluate your application and to consider you for current and future employment opportunities, unless you request earlier deletion or a different retention period is required or permitted by law.
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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.
