Deployment Strategist, National Security

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. The Deployment Strategist team at TRM Labs makes sure government customers achieve the outcomes they chose TRM to deliver. As the Deployment Strategist for National Security, you will own a portfolio of U.S. defense and intelligence accounts, from onboarding and training through adoption, value realization, and renewal, and you will help analysts and operators adopt TRM’s tools in a segment where missions, security rules, and workflows differ from any other TRM customer. This position requires US citizenship and an active TS/SCI clearance. The impact you will have: - Act as the trusted advisor for your national security accounts: confidently explain complex technical and investigative concepts, and build the success plans, engagement cadence, and value story that carry 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 that 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 we’re looking for: - Active TS/SCI clearance, US citizenship, and 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, and 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. About the Team: - The Public Sector Deployment Strategist team is distributed, not distant. We work across time zones but stay in close, constant contact through Slack and shared documentation. - You’ll partner closely with Sales, Product, Engineering, and TRM Academy, and you’ll be the person national security customers trust to translate their investigative priorities into what TRM builds next. - The team is mission-focused and customer-obsessed. We measure ourselves by whether customers renew, expand, and refer us, not by ticket counts. - Decisions get made quickly and collaboratively, with day-to-day account calls owned by the Deployment Strategist and larger strategic account decisions escalated to team leadership. Team Operating Rhythms: - Weekly customer syncs with your assigned accounts, plus bi-weekly health syncs with the DS team and leadership. - Regular squad calls with your aligned Sales team to stay coordinated on renewal and expansion motions. - Async daily check-ins via Slack, with detailed documentation standing in for meetings whenever possible. - Quarterly business reviews and customer webinars, run on a predictable cadence so customers always know what’s next. Required online and collaboration hours: - Schedule: US business hours, with overlap for internal syncs and customer coverage. On-Call Responsibilities: - Schedule: About one weekend on call per mon