Remote3 days ago
TRM Labs
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.
As Head of Cyber Missions, you will build and lead TRM’s cyber mission practice from the ground up.
This is not a traditional software-sales, deal-desk, advisory, or professional-services role. You will identify consequential cyber problems, develop an independent, first-principles perspective on how to solve them, find the customers and leaders with the authority to act, and turn those opportunities into large, executable mission programs.
You will report directly to the CEO and help found TRM’s Mission Delivery organization.
You will focus on two mission areas, and you will own the outcomes in both.
Combating and disrupting cybercrime. You’ll help customers understand the highest-harm cyber threats facing their organization or jurisdiction, attribute the threat actors and enabling infrastructure behind them, translate intelligence into operational action, and enable takedowns, asset freezes, seizures, and other disruption, building lasting capability to reduce cyber-enabled harm.
Strengthening cyber resilience. You’ll design ambitious programs that measurably improve cyber resilience for national governments, state and local jurisdictions, critical-infrastructure sectors, and the private-sector organizations on the front lines. That might mean advising national leadership on country-wide resilience, or helping a single critical-infrastructure operator materially improve its posture.
Develop TRM’s cyber mission perspective. Identify the most consequential cybercrime and cyber-resilience challenges facing public- and private-sector leaders, form original first-principles views on how they should be solved, publish regular cyber thought leadership, and represent TRM credibly with operators, executives, policymakers, and industry leaders.
Source and qualify opportunities. Find the organizations facing high-priority cyber missions, build relationships with the buyers who have the authority, budget, and urgency to act, qualify the real opportunities, and hand formal commercial ownership to the right account executive. Priority buyers include national cyber-resilience agencies, critical-infrastructure CISOs and operators, and cyber units in federal and state law enforcement. Sales cycles commonly run 6 to 18 months.
Shape and scope mission programs. Work with customers to define the mission outcomes TRM can own, the final scope, and the delivery model, distinguishing what existing technology can deliver from what requires custom product, data, or AI, and making sure every commitment is operationally credible.
Build the commercial structure. Serve as a principal architect of the commercial approach across firm-fixed-price, time-and-materials, milestone, performance-based, and hybrid models, with a clear view of delivery risk, staffing assumptions, and scope boundaries.
Launch new engagements. When needed, serve as the interim leader who moves an engagement from “won” to “operating”: assemble the team, establish operating rhythms, define KPIs tied to mission outcomes, and install the permanent operational leader before transitioning to an executive steering role.
Build the practice. Turn each engagement into repeatable scoping, pricing, proposal, staffing, and launch models; recruit critical talent; influence TRM’s product, data, and AI roadmaps; and build enduring capabilities rather than one-off consulting projects.
10+ years of meaningful cyber experience, with the credibility to sit on a panel at a leading cybersecurity conference as a genuine expert who can decompose cyber mission problems from first principles, not just speak the vocabulary.
Demonstrated commercial ownership: you’ve personally sourced and scoped complex engagements of roughly $10M or more, and you can speak in detail to the outcome, the pricing and staffing assumptions, the risks, and the trade-offs you made.
A track record of translating an ambitious mission outcome into a real delivery plan: staffing profiles, technology and data requirements, operating processes, decision rights, KPIs, and a practical launch.
Founder-like behavior: you’ve repeatedly willed consequential things into existence, whether companies, products, practices, programs, or teams, and cut through institutional complexity to do what others thought unrealistic.
Both private- and public-sector fluency, including meaningful experience selling to or operating within the U.S. government. Familiarity with federal contracting is strongly preferred.
Enough technical fluency (deep engineering expertise not required) to understand TRM’s technology and data, match capabilities to customer needs, pressure-test proposed solutions, and collaborate closely with Product, Data, AI, and Engineering teams.
Exceptional executive communication: you can explain an offering in 20 seconds, differentiate it in two to three minutes, and write customer-facing materials and original thought leadership that build trust with operators and senior leaders alike.
Extremely low ego. You influence without authority, challenge senior leaders constructively, change your mind when the evidence changes, and care about the mission more than the credit.
AI fluency. AI is already a meaningful part of how you research, synthesize, and build (analyses, prototypes, proposals, customer materials), with strong human quality control over the output.
Lie awake thinking about how AI will change the balance of power between attackers and defenders, and what has to be rebuilt before adversaries can destroy societal trust at unprecedented speed and scale.
Feel a personal sense of urgency about protecting the systems that let communities live normal lives: hospitals, water systems, financial infrastructure, communications networks, and public institutions.
Already have strong opinions about where today’s approaches fall short against the hardest security problems.
Believe cyber missions can’t be solved by software, consulting, government, or the private sector acting alone, and are excited to combine AI, proprietary data, expert tradecraft, and public-private partnerships to achieve outcomes none of them could reach independently.
Don’t just read about emerging AI tools. You use them to build, investigate, synthesize, prototype, and test what’s newly possible, and you get impatient watching work done the slow way.
Are equally comfortable discussing national cyber policy with a senator, pressure-testing strategy with a CISO, and working alongside analysts on an intelligence package that could lead to a real-world disruption.
Want to be accountable for mission outcomes delivered, not tools sold or hours billed.
Are as energized by developing a first-principles strategy as you are by spending ten hours in a war room turning it into a proposal, staffing plan, operating cadence, and executable program.
Hear “that timeline is impossible” and, instead of arguing, quietly start building to show what’s possible.
Have built something consequential from zero: a company, product, practice, offering, team, or mission program.
Have owned a large, complex deal end to end, and years later can still recount the commercial trade-offs and assumptions you made.
Have spent parts of your career frustrated by bureaucracy or artificial constraints used as reasons important outcomes couldn’t be achieved, and you’re motivated to work with the change-makers across our institutions to bring new approaches to critical missions.
Would rather earn the respect of the operators behind the scenes than the applause of the audience from the stage.
Want your next chapter to be the most consequential work of your career.
You’ll help found TRM’s Mission Delivery organization, the team responsible for owning end-to-end cyber mission outcomes for customers rather than just shipping software. You’ll report directly to the CEO and work through a cross-functional matrix, pulling together intelligence analysts, data scientists, engineers, applied-AI specialists, lawyers, and former operators from across TRM to deliver each mission.
TRM is a distributed-first company. Washington, D.C. is strongly preferred for this role given the customer base, but it is not required. This is a high-autonomy role with very little bureaucracy, a direct line to the CEO, and real influence over TRM’s product, data, and AI roadmaps.
Direct, high-frequency partnership with the CEO on the most important missions
A disciplined operating cadence (clear owners, written communication, KPI tracking, and fast escalation) that you set and run without becoming the bottleneck
Roughly three to four weeks of travel per quarter, primarily domestic with meaningful international travel, for customer meetings, conferences, partner meetings, and TRM events
Surge intensity during major launches and time-sensitive opportunities, and a steadier practice-building cadence in between
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
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.
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.
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 Blockchain Capital, 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.
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