Senior Deployment Strategist, Private Sector

About the Role

TRM Labs provides AI-powered intelligence solutions that help public and private sector agencies investigate and disrupt crime. As a Senior Deployment Strategist for the North America private sector, you will own a portfolio of strategic commercial accounts, validate what success means for each customer, and drive adoption, retention, and expansion as their trusted advisor. This role blends senior IC autonomy, direct access to economic buyers shaping crypto compliance programs, and the mandate to build private-sector playbooks for the broader team.

Impact You Will Have

• Own the success of TRM's most strategic North America private-sector accounts, using AI (e.g., Claude) to turn customer calls and account data into 30/60/90-day success plans validated against a named OSM and Economic Buyer
• Protect and grow private-sector revenue by defending GRR, getting ahead of churn, and surfacing and validating expansion opportunities as CSQLs with Account Directors to grow NRR
• Cut QBR and executive-briefing prep from days to hours by using AI to draft briefs, decks, and follow-ups that you refine with your own judgment
• Catch risk and opportunity early by using AI to triage customer-health and usage signals across your book daily
• Make the whole team faster by building reusable AI prompts, templates, and workflows that other Deployment Strategists adopt
• Serve as the Voice of the Customer, using AI to synthesize feedback from calls and tickets into structured input that shapes the Product and Engineering roadmap

What We're Looking For

• 5+ years in crypto businesses, financial institutions, or fintechs (compliance, investigative, or customer-facing functions), with a habit of using AI tools to work faster
• Hands-on financial crime, AML, sanctions, or investigations experience, and comfort applying AI to accelerate research and case work
• A track record of owning senior stakeholder relationships and driving retention and expansion, supported by AI-assisted account planning and reporting
• Fluency using AI tools (e.g., Claude) to accelerate research, drafting, and analysis, with sound judgment on when to trust vs verify output
• Ability to build reusable AI-assisted workflows and templates that scale beyond yourself
• Clear communication that distills complex technical and investigative concepts for audiences from analysts to senior executives

About the Team

TRM's Customer Success org is globally distributed and works async-first, thriving on Slack and thorough documentation, with weekly customer syncs, bi-weekly health syncs, and regular pod calls. The North America Deployment Strategy pod owns the private-sector book (crypto businesses, financial institutions, and fintechs) and operates as trusted advisors, not a ticket queue. The work is intellectually demanding: you engage compliance and investigations leaders as a peer, reason about real financial crime, and translate it into product value. The team sets a high bar on AI fluency, expecting every DS to use AI as a force multiplier and to share what works.

Team Operating Rhythms

• Distributed, not distant: async-first collaboration with core overlap for North America hours
• Weekly customer syncs and bi-weekly customer-health syncs
• Regular pod calls and customer QBRs
• Slack and written documentation are the primary communication tools

Required Online and Collaboration Hours

Core overlap during North America business hours; HM to confirm exact hours at intake.

On-Call Responsibilities

Occasional off-hours monitoring for P0/P1 customer issues (not a formal on-call rotation). Light and shared across the team; HM to confirm exact cadence at intake.

Travel Requirements

Occasional travel for in-person customer meetings, trainings, QBRs, or events across North America; HM to confirm expected cadence at intake.

Speed in This Position

• Within your first week with an existing customer, capture their internal success metrics (OSMs) and draft a 30/60/90-day success plan using AI to turn the call into a first draft
• Within the same day a customer reports a bug, coordinate across Product and Engineering to get answers and a fix, and close the loop with the customer
• Within the same day you spot an expansion signal on a call, validate it against CSQL criteria and log the CSQL with the Account Director

Compensation

Estimated base salary range: $127,000-$145,000. This role may also be eligible to participate in TRM's equity plan. Individual pay is determined by skills, qualifications, experience, and location.