{"id":1557454,"url":"https://alion.io/job/trm-labs-deployment-strategist","title":"Deployment Strategist, Public Sector (Embedded Account)","company":{"id":5039,"name":"TRM Labs","domain":"trmlabs.com","url":"https://alion.io/company/trm-labs","size_band":"201-500","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Ashby","truth_index":{"grade":"A","score":90,"open_postings":36,"ghost_share":0,"stale_share":0.194,"repost_share":0,"time_to_fill_p50_days":83,"computed_at":"2026-10-14T06:34:16Z"}},"role":"Hardware","role_family":"Hardware","seniority":null,"employment_type":"full_time","work_mode":"hybrid","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"explicit","locations":["Washington, United States"],"countries":["US"],"hiring_countries":[],"hiring_countries_total":0,"salary":{"min":127000,"max":156000,"currency":"USD","period":"year","gross":null,"usd_annual":156000},"salary_estimate":null,"experience_years_min":null,"visa_sponsorship":false,"relocation_package":false,"has_equity":true,"technologies":[{"name":"TRM Labs","optional":false},{"name":"Notion","optional":true},{"name":"Slack","optional":true}],"status":"live","first_seen_at":"2026-10-01T00:23:25Z","employer_posted_date":"2026-10-01","last_verified_at":"2026-10-14T22:30:08Z","board_verified":true,"closed_at":null,"days_open":14,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":14},"description":"Build a Safer World.\nTRM 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.\nThis is a single-customer Deployment Strategist role dedicated to a large government contract. Reporting into Customer Success, you'll be the embedded partner accountable for the customer’s success on TRM's AI investigation platform - owning adoption, value realization, and the trajectory of the account over a multi-year horizon, and coordinating the 25+ TRM personnel deployed onsite to make sure outcomes are achieved.\nEarly on, the work is equal parts standing up value and architecting the program: onboarding users, running trainings, and capturing wins so the customer feels TRM's impact from day one - while also defining the operating model, cadences, metrics, and the roadmap for how the account matures. As it does, more day-to-day execution shifts to the customer's own team and you move into the full steady-state DS remit - sustained adoption, reporting, business reviews, and the partnership that underpins renewal and expansion.\nWhat you'll own\nAccount success & value realization - you own the outcome: adoption, mission impact, and the value story that carries renewal and expansion.\n\nProgram architecture & governance - define the operating model, cadences, decision rights, and escalation paths; own the program charter and keep it current.\n\nOnsite team coordination - coordinate across the 25+ TRM personnel deployed onsite, keeping the embedded team aligned and driving toward the outcomes the customer is counting on.\n\nMetric design & tracking - determine what gets measured (mission outcomes, platform usage, capability maturity), wire up the dashboards, and own the story the numbers tell - reported both internally and to the customer.\n\nWorkload & transition strategy - author and drive the roadmap for shifting workflows from TRM-led to customer-led, deciding which move, on what timeline, and under what conditions, evolving the model from TRM-heavy to partnership to advisory.\n\nAdoption & enablement - onboard new platform users, field customer questions, and make sure users reach their first meaningful outcomes (\"magic moments\").\n\nTraining & readiness - host platform trainings for HQ and field, and partner with TRM Academy so readiness gates are met before users take on live work.\n\nValue capture & communication - capture and record wins, communicate that value back through the regular drumbeat (standups, MBRs, QBRs), and translate program outcomes into the option-year and expansion narrative (the data backbone, not the deal-owner).\n\nCross-functional coordination - act as the connective tissue across TRM - investigations, TRM Academy, Product/Engineering, and Capture/RevOps - keeping everyone aligned and unblocked.\n\nCustomer deliverables & sprint coordination - help the customer produce the administrative deliverables they need and support their sprint coordination.\n\nRisk & issue management - maintain the risk log, flag threats to milestones, and drive mitigations.\n\nWhat success looks like\nYear 1: The operating model, governance, and reporting are stood up; users are onboarded and active; trainings are running for HQ and field; and you're consistently capturing wins and communicating that value back - TRM's impact is visible and documented, and a deliberate shift of routine work toward the customer's team has begun.\n\nYear 2 and beyond: The account is in steady state on the full DS remit - sustained adoption, usage reporting, business reviews, deliverable support - with the customer owning more day-to-day execution and TRM's value clear enough to carry renewal and expansion.\n\nWhat we're looking for\nProgram management experience - you can own operating cadences, a multi-stakeholder roadmap, and cross-functional coordination without formal authority, not just track a schedule.\n\nExperience in customer success, deployment, or a strategist/CSM-type role, ideally embedded with a single strategic account.\n\nExperience running QBRs/MBRs and managing revenue outcomes (adoption, renewal, expansion).\n\nBackground in or alongside threat intelligence, scam disruption, cyber disruption, or critical infrastructure - you understand the mission and the stakeholders.\n\nExperience delivering in or alongside government / public sector environments.\n\nStrong facilitation and communication skills - comfortable training both leadership and field users and translating usage and outcomes into a clear value story.\n\nAI fluency - you use AI tools to work faster and sharper, and can reason about how an AI investigation platform changes analyst workflows and where human judgment stays essential, helping non-technical users build trust in AI-assisted outputs.\n\nNice to have\nFamiliarity with blockchain intelligence, crypto investigations, or financial-crime workflows.\n\nExperience supporting federal law enforcement or national security customers.\n\nAbout the Team:\nYou'll join TRM's Customer Success / Deployment Strategist function as the dedicated owner of a large, single-customer government deployment.\n\nThis is a net-new seat: you both stand up the program and architect how it matures, with high autonomy and high ownership.\n\nYou'll coordinate a large embedded TRM team onsite and partner across TRM Academy, Product/Engineering, and Capture/RevOps.\n\nThe bar is high: every DS is expected to pair program-ownership depth with the customer judgment to operate with ownership in a sensitive environment.\n\nTeam Operating Rhythms:\nDistributed, not distant. The team is US-based, with regular onsite presence in the DC metro area (up to 3 days per week).\n\nSynchronous onsite with the customer and the embedded team; asynchronous between engagements in Slack and Notion.\n\nWeekly 1:1 with manager and a weekly program-health sync; a regular MBR/QBR cadence with the customer.\n\nOperates in US business hours with overlap for internal syncs.\n\nRequired online and collaboration hours:\nSchedule: US business hours, with overlap across TRM teams for internal syncs and coverage of the customer's operating hours.\n\nOn-Call Responsibilities:\nThis role has no on-call responsibilities\n\nTravel Requirements:\nSchedule: Hybrid onsite at the customer in the DC metro area; periodic travel to other sites as the mission requires.\n\nFrequency: Up to 3 days a week onsite\n\nOnsite Requirements:\nSchedule: Regular in-person presence at the customer site to coordinate the embedded team and run working sessions and trainings.\n\nFrequency: Up to 3 days a week onsite\n\nLearn about TRM Speed in this position:\nWithin 30 days: map the deployment, meet the embedded team and key customer stakeholders, and stand up the first automated weekly readout so value is visible from the start.\n\nWithin 60 days: launch the operating cadence (standups, reporting, risk log) and onboard the first wave of users to their first meaningful outcomes, with trainings running for HQ and field.\n\nWithin 90 days: deliver the first customer MBR/QBR with a coherent metric story and captured wins, and publish the transition roadmap for shifting routine work toward the customer's team.\n\nThe following represents the estimated range of compensation for this role:\nIndividual pay is determined by skills, qualifications, experience, and location. The compensation details listed in this posting reflect the US base salary only\n\nThe estimated base salary range for this role is $127,000-$156,000.\n\nAdditionally, this role may be eligible to participate in TRM’s equity plan.\n\nApplication Instructions\nIf you’re interested in joining TRM, we encourage you to apply directly. Every application is reviewed by our Talent team.\nBefore applying, review the job description carefully and highlight the experience and impact that best demonstrate the required qualifications. Please also provide thoughtful and accurate answers to the application questions, as these will be used to evaluate your qualifications for the role.\nIf you send your resume directly to someone at TRM, we can’t guarantee it will reach the appropriate hiring team. Applying directly is the best way to ensure you’re considered.\nWhat to Expect From Our Interview Process\nOur process is designed to understand how you think, solve problems, and deliver impact, while giving you the opportunity to evaluate TRM. Most interview processes include a case study, AI skills assessment, and Leadership Principles interview.\nRecruiter Intro: Explore your experience, motivations, and alignment with the role.\n\nHiring Manager: Dive deeper into your relevant experience, skills, and impact.\n\nFirst Round: Typically 1-2 interviews focused on the skills most critical to the role.\n\nFinal Round: Meet some of the people you'd be working with. This is usually a panel-style session where we go deeper on your craft, problem-solving, and alignment with TRM.\n\nReferences: We’ll speak with former colleagues who can provide perspective on your work and impact.\n\nOffer: If it’s a mutual fit, your recruiter will walk you through your offer and answer your questions.\n\nWelcome to TRM: Once you sign, we’ll get you ready for your first day and onboarding.\n\nYour recruiter will share your specific interview plan and preparation guidance along the way.\nLearn more about interviewing at TRM\nLife at TRM\nWe are building a safer world. That promise shows up in how we work every day.\nTRM 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.\nOur 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.\nAt TRM, you should expect:\nPriorities and targets to change quickly as we experiment and iterate\n\nWork that often requires operating with a high degree of ambiguity\n\nA high level of personal ownership and accountability\n\nClose collaboration across teams and functions\n\nFrequent, high-touch communication\n\nCreative problem solving and out-of-the-box thinking\n\nA pace that rewards urgency, adaptability, and outcomes\n\nThis 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.\nWe 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.\nAt 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 about Interviewing at TRM\nAI Fluency at TRM\nAI fluency is a baseline expectation at TRM.\nWe 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.\nAt TRM, AI fluency means you are among the top 10 percent of operators in your function in how you apply AI to:\nAccelerate repeatab...","description_format":"text","description_chars":15526,"description_truncated":true,"requirements":{"experience_years_min":null,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":["Equity"],"hiring_locations":[{"name":"United Kingdom","iso":"GB","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["Government","Blockchain & Crypto"],"lifecycle":[{"event":"open","at":"2026-10-01T02:40:15Z"}],"visa":[{"country":"US","licensed_sponsor":true,"evidence":"H-1B filings in 12 months: 6","filings_12m":6,"filings_prev_12m":1,"green_card_filings_12m":0,"median_offered_wage_usd":192500,"route":null,"cap_exempt":false,"checked_at":"2026-10-03T21:08:04+00:00","sources":["US Department of Labor: LCA disclosure data (H-1B, H-1B1, E-3)"],"filings_for_role_12m":0}],"liveness":{"score":90,"band":"hot","label":"Hiring now","p_open":1,"p_active":0.9,"p_room":1,"age_days":13,"expected_fill_days":83,"reasons":["conf:4","velocity","win:early","comp:brand"],"computed_at":"2026-10-14T06:34:16Z"},"pay":{"stated_usd_annual":156000,"is_top_pay":false},"html_url":"https://alion.io/job/trm-labs-deployment-strategist","json_url":"https://alion.io/job/trm-labs-deployment-strategist.json","meta":{"generated_at":"2026-10-15T01:55:25Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":2731,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-10-16T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.02,"usd":0.002,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":5039},"rest":"https://alion.io/mcp/rest/get_company?id=5039"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Ftrm-labs-deployment-strategist"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":1,"usd":0.1},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Ftrm-labs-deployment-strategist"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.02,"usd":0.002},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Ftrm-labs-deployment-strategist"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/trm-labs-deployment-strategist\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Ftrm-labs-deployment-strategist"}]}