Deployment Strategist, National Security

TRM Labs

13d•$118,000 - $170,000•Remote

About The Position

The Deployment Strategist for National Security owns a portfolio of U.S. defense and intelligence accounts, guiding customers from onboarding and training through adoption, value realization, and renewal. The role helps analysts and operators incorporate TRM’s tools into mission workflows that have specialized security rules and operating requirements. It requires U.S. citizenship, an active TS/SCI clearance, and a home base in the DC metro area (DC, Maryland, or Virginia). The role is fully remote, follows U.S. business hours, includes occasional customer travel, and has approximately one weekend on-call shift per month after ramp. The strategist serves as a trusted advisor to national security customers, delivering tailored demonstrations and training, developing success plans and engagement cadences, monitoring account health, and supporting renewals and expansion. They represent the Voice of the Customer by translating investigative priorities into feedback for Product and Engineering. The role works closely with Sales, Product, Engineering, and TRM Academy. Compensation is an estimated U.S. base salary of $118,000–$170,000 plus variable compensation; the role may also be eligible for TRM’s equity plan.

Requirements

Active TS/SCI clearance; clearance sponsorship is not provided.
U.S. citizenship.
Home base in the DC metro area: Washington, D.C., Maryland, or Virginia.
Proven customer success, deployment strategy, or other post-sales experience with U.S. government accounts.
Experience driving adoption, renewal, and expansion with government customers.
Experience training both leadership and hands-on users.
Demonstrated AI fluency, including building and using AI workflows beyond basic summarization and knowing where human judgment remains essential.
Availability during U.S. business hours, with overlap for internal syncs and customer coverage.

Nice To Haves

Hands-on intelligence, blockchain analysis, or investigative background embedded in the U.S. government.

Responsibilities

Own a portfolio of U.S. defense and intelligence accounts from onboarding and training through adoption, value realization, and renewal.
Act as a trusted advisor, explaining technical and investigative concepts and developing success plans, engagement cadences, and value stories that support renewals and expansion.
Build and deliver demonstrations and structured training tailored to analysts, operators, and agency leadership to embed TRM tools in daily mission workflows.
Monitor customer usage and engagement, identify early churn risks, and partner with Account Directors on expansion opportunities and retention targets.
Translate national security investigative priorities into feedback for Product and Engineering.
Coordinate with Product, Engineering, and Solutions Architecture to resolve customer-blocking issues and communicate resolution paths.
Participate in regular customer syncs, team health syncs, Sales squad calls, quarterly business reviews, and customer webinars.
Provide on-call coverage about one weekend per month after ramp, checking Slack and Intercom for urgent customer issues.
Travel occasionally for customer visits, training, and conferences, typically a few short trips per quarter.