Deployment Strategist, APAC

## 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 Labs, our Deployment Strategy team is on the front lines of customer experience – bridging product expertise with exceptional customer support. The team ensures our customers receive timely, accurate, and high-quality assistance at every step. You will work daily with leading financial institutions, crypto exchanges, and regulators — providing value through expert guidance, responsive support, and trusted partnership. As a Deployment Strategist (APAC), you will play a critical role in helping TRM customers realise the full value of our platform. You will partner with regulators, financial institutions, and crypto businesses to operationalize scalable compliance programs and disrupt financial crime across the crypto ecosystem. You will manage a portfolio of strategic accounts, driving adoption of TRM's tools, and ensuring customers achieve measurable, long-term impact. **The impact you will have:** - Act as a trusted advisor, enabling regulators, financial institutions, and crypto businesses to maximise the effectiveness of our platform within their supervisory, risk, and compliance functions. - Confidently explain complex technical and investigative concepts, supporting customer teams in interpreting blockchain data, building cases, and conducting financial crime investigations. - Build and deliver product demonstrations tailored to compliance officers, analysts, supervisors, and risk teams across financial institutions, crypto businesses, and regulatory bodies. - Conduct structured training sessions, delivered in English and Mandarin, to ensure TRM is embedded into customers' day-to-day investigative and compliance programs. - Serve as the "Voice of the Customer" by channeling customer feedback to product and engineering teams to influence product direction. - Monitor customer engagement and usage trends, proactively identifying early signals of churn risk and implementing effective mitigation strategies. - Establish a consistent engagement cadence with customer stakeholders to understand institutional priorities, regulatory obligations, and emerging risks. - Proactively identify and surface expansion opportunities and growth signals within customer accounts and partnering with Account Directors to drive TRM's Gross Revenue Retention (GRR) and Net Revenue Retention (NRR) targets. **What we're looking for:** - 5+ years of professional experience, ideally within crypto businesses, financial institutions, or regulatory bodies — preferably in compliance, investigative, or customer-facing functions. - Professional proficiency in English and Mandarin is required. - Hands-on experience with virtual currencies and blockchain analytics, ideally within a compliance or investigative context. - Proven ability to structure complex problems, prioritize critical issues, and deliver actionable solutions. - Exceptional attention to detail and rigor, particularly in regulatory and investigative contexts. - Ability to distill and communicate complex technical and investigative concepts to diverse stakeholders, from compliance officers to senior executives. - Strong collaboration skills and ability to influence outcomes in cross-functional settings. - Willingness and ability to travel occasionally for in-person meetings, trainings, or events. **About the Team:** - As a globally distributed team, we work across time zones to provide seamless support and collaboration for our customers. - The APAC Deployment Strategy team plays a key role in this model, ensuring continuous customer engagement and partnership as part of TRM's global coverage. - Our Customer Success Team is fully remote, thriving on asynchronous communication through Slack and detailed documentation. We hold weekly Customer Syncs, bi-weekly health syncs, and join associated POD calls. **Team Operating Rhythms:** - Async-first with core overlap for APAC hours. - Weekly Customer Syncs and bi-weekly health syncs. - Regular POD calls and customer QBRs. **On-Call Responsibilities:** - Schedule: Minimal weekend monitoring for P0 and P1 issues. - Frequency: Approximately 1 weekend per every 5 weeks. **Travel Requirements:** - Schedule: Occasional **Learn about TRM Speed in this position:** - You meet with an existing customer, capture their internal success metrics (OSMs), and draft a 30/60/90-day success plan to achieve them — all in the same week. - You receive a bug report from a customer, coordinate internally across Product and Engineering to get answers and a fix, and close the loop with the customer — all in the same day. - You surface an expansion opportunity on a customer call, validate it against CSQL criteria, and log the CSQL with the Account Director — within the same day. ## **Application Instructions** If you’re interested in joining TRM, we encourage you to apply directly. Every application is reviewed by our Talent team. Before 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 skills and qualifications for the role. If 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 your application will be considered. ## **Interviewing with TRM** Our process is designed to understand how you think, solve problems, and deliver impact, while allowing you to evaluate TRM. Most interview processes include a case study, an AI skills assessment, and a Leadership Principles interview. - **Recruiter Intro:** Qualifications, motivations, and alignment with the role. - **Hiring Manager:** Deep dive into your relevant experience, skills, and impact. - **First Round:** 1–2 interviews focused on the skills most critical to the role. - **Final Round:** Hands-on case study. This is usually a panel-style session where we go deeper into your craft, problem-solving, and alignment with TRM. - **References:** Former colleagues who can provide insight into your work and impact. - **Offer:** Congrats! Your recruiter will present the offer and compensation details. - **Welcome to TRM:** We're excited to build a safer world with you! Your recruiter will share your specific interview plan and preparation guidance along the way. ## **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. ## **Life at TRM** We are building a safer world. That promise shows up in how we work every day. TRM moves FAST. 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 - 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 thriving in 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. 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. ## **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 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](https://www.trmlabs.com/policies/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](mailto:privacy@trmlabs.com). To notify TRM Labs that you believe this job posting is non-compliant, please submit a report through this [form](https://docs.google.com/forms/d/e/1FAIpQLSc6e8jRCl2cQwgIzXLpIGQXtwvMQh__TcokvO2toAAkT44A6Q/viewform?usp=dialog). 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 , 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](https://docs.google.com/forms/d/e/1FAIpQLSevmAzPxWOYm_7kMHb9lEJlX3tpdBeHvvvNWjsI_6xhUfnXjw/viewform?usp=dialog). ### **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.