Build a Safer World.
TRM Labs provides AI-powered intelligence solutions that help public and private sector agencies investigate and disrupt crime. TRM's platforms enable investigators to trace illicit activity, build cases, and construct operating pictures of threat networks. Leading agencies and businesses worldwide rely on TRM to make the world safer and more secure.
At TRM, hiring isn’t a support function — it’s a revenue and mission accelerator. Our ability to identify, engage, and close exceptional sales talent directly fuels our growth across some of the most important markets in the world: public sector and defense, financial institutions, and crypto.
The Talent team at TRM operates like a high-performing go-to-market function: accountable for pipeline health, conversion, speed, quality, and outcomes. We partner closely with business leaders to build the teams that expand TRM’s reach, deepen customer relationships, and strengthen our impact across the global financial crime and national security ecosystem.
In this role, you’ll own and drive recruiting for highly specialized Sales roles across TRM’s go-to-market organization. You’ll bring a sales mindset to talent acquisition — prospecting, influencing, and closing exceptional candidates in competitive markets where judgment, persistence, and disciplined execution matter.
The impact you’ll have
- Build and own high-velocity talent pipelines, consistently generating qualified candidates for priority Sales roles across public sector, defense, financial institutions, and crypto.
- Run recruiting like a sales funnel, managing top-of-funnel sourcing through close with a sharp focus on conversion, speed, quality, and candidate experience.
- Act as a trusted closer for hard-to-hire Sales talent — overcoming objections, creating urgency, and driving offer acceptance in competitive markets.
- Develop and execute targeted outreach campaigns, leveraging market intelligence, personalized messaging, and persistent follow-up to engage passive candidates.
- Partner closely with hiring managers and business leaders as a deal team, aligning on priorities, tradeoffs, profiles, and hiring strategy to hit aggressive goals.
- Bring strong market fluency across enterprise sales talent pools, including candidates with experience selling into government agencies, financial institutions, crypto-native companies, blockchain ecosystems, and emerging technology markets.
- Continuously optimize recruiting performance, using data and feedback to improve outreach effectiveness, funnel health, pass-through rates, and time-to-close.
- Serve as a talent advisor to the business, bringing insight on market dynamics, compensation expectations, candidate motivations, competitive talent trends, and hiring risks.
What we’re looking for
- 7+ years of recruiting experience, with deep expertise hiring Sales talent in high-growth, technical, enterprise, or mission-driven environments.
- Demonstrated success recruiting experienced Sales professionals across one or more of the following markets: public sector, defense, financial institutions, crypto, blockchain, DeFi, fintech, compliance, cybersecurity, or enterprise SaaS.
- A strong outbound sourcing muscle, with a proven ability to identify, engage, nurture, and close passive candidates for competitive, hard-to-fill roles.
- Experience partnering with senior go-to-market leaders to define hiring strategy, calibrate profiles, diagnose funnel challenges, and drive searches to successful outcomes.
- Strong command of pipeline metrics and conversion data, with the ability to identify bottlenecks, adjust strategy quickly, and communicate tradeoffs clearly.
- Comfort operating in a quota-like environment, balancing multiple searches while prioritizing the highest-impact roles.
- A persuasive, credible communication style with the ability to influence senior candidates, hiring managers, and cross-functional stakeholders.
- Excellent judgment around candidate quality, motivation, risk, and close strategy.
- Grit, resilience, and a closing mindset — you don’t wait for inbound interest; you create momentum and drive outcomes.
About the Team:
- Our talent team is fully remote, embracing async communication and collaboration through Slack channels, thorough documentation, and proactive updates to keep work moving forward smoothly across time zones.
- We’re committed to structured alignment, holding weekly hiring syncs for each role, weekly team sourcing syncs, and bi-weekly team meetings to ensure everyone is on the same page and to solve challenges collectively.
- Driven by a dedication to our craft, we continuously refine our best practices and data quality to deliver an exceptional experience for both internal stakeholders and candidates, supported by precise, reliable reporting.
- As a globally distributed team, we operate across various time zones, yet most of us overlap for collaboration and meetings between 7am-12pm PST, bringing flexibility and resilience to our work routines.
- All team members, regardless of location, maintain at least a 4-hour overlap with PST business hours to enable real-time collaboration and drive solutions effectively across the team.
Learn about TRM Speed in this position:
- Within 72 hours of receiving a position, you schedule the intake meeting, open the position in the ATS, post the description, design the interview process, configure the interview plan.
- Within week of opening a position, you have conducted 5-10 Recruiter Screens and have conducted the first sync with the Hiring Team for calibration.
- Two weeks after the initial interviews, you analyze the data to identify what is and isn’t driving pass rates and conversions. You share your insights and recommendations with the hiring team to refine and optimize the search, and you continue to monitor and adjust the approach until the position is filled.
The following represents the estimated range of compensation for this role:
- Individual pay is determined by skills, qualifications, experience, and location. The compensation details listed in this posting reflect the US base salary only
- The estimated base salary range for this role is $153,000 - $172,000.
- Additionally, this role may be eligible to participate in TRM’s equity plan.
- Please note – we factor in the different costs for geographies outside the United States.
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 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.
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
By submitting your application, you agree to allow TRM Labs to process your personal information in accordance with our Privacy Policy.
We collect the information you provide (such as your resume, work history, and contact details) solely for the purpose of evaluating your candidacy for current and future roles at TRM.
Because our hiring cycles for certain positions may span 24 to 36 months, we retain your personal information for up to 36 months from the date of your application. After that period, your data is deleted unless a different retention period is required or permitted by law.
If you are located in the European Economic Area, the United Kingdom, or another jurisdiction with applicable data protection laws, you have the right to access, correct, or request deletion of your personal data at any time before that period ends. To exercise any of these rights, contact us at privacy@trmlabs.com.
To notify TRM Labs that you believe this job posting is non-compliant, please submit a report through this form. No response will be provided to inquiries unrelated to job posting compliance.
The use of AI tools of any kind (including but not limited to notetakers, interview assistants, and real-time coaching tools such as Otter.ai, Fireflies, Fathom, Cluey, or similar) during TRM interviews is not permitted without prior approval from TRM. TRM uses its own internal tools for note-taking to ensure a consistent and confidential experience for all candidates.
We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this form.
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.
