Business Development Executive, Financial Institutions (US)

About this role

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.

You'll open doors at the financial institutions TRM most needs in its network. This is a business development role built around opening doors, not a traditional closing quota. It does carry variable compensation tied to the deals that result from the doors you open. You bring a real network: ideally you were formerly head of digital assets at a bank, or you operated at a crypto infrastructure firm. You convert that network into strategic conversations for TRM.

The Impact You Will Have

- Open doors at target FI accounts using a network you've already built, not one you're building from scratch

- Multi-thread target accounts by building senior relationships across teams, so TRM's presence survives any single contact leaving

- Identify and pursue large, high-value partnership opportunities with financial institutions

- Represent TRM at industry conferences and practitioner forums, turning stage time and hallway conversations into pipeline

- Collaborate cross-functionally with TRM teams to ensure successful conversion to customer

- Turn market, technology, and regulatory shifts into an early-warning system for TRM, spotting opportunities and risks before competitors do

- Close the loop between what you hear in the field and TRM's product and GTM teams, feeding market signal back into the roadmap

What We're Looking For

- Deep, credible network across US financial institutions, ideally from having been head of digital assets at a bank, or from operating at a crypto infrastructure firm

- Comfortable being customer-facing and public-facing: conferences, panels, thought leadership

- Track record of turning relationships into real pipeline, not just introductions

- Already uses AI day-to-day for research, prospecting, and pipeline management, with a concrete workflow to point to

Hard Requirements

- Based in the US, remote

- Willing to travel 30-40% for conferences and in-person account work

- Direct experience with financial institutions or crypto-native infrastructure companies serving them

LIFE AT TRM

We are building a safer world. That promise shows up in how we work every day.

TRM 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.

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 as we experiment and iterate

- Work that often requires 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 comfort navigating 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.

At 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: Interviewing at TRM: How We Hire and What Success Looks Like https://www.trmlabs.com/resources/blog/interviewing-at-trm-how-we-hire-and-what-success-looks-like

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.

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…