TRM is on a mission to build a safer financial system for billions of people. We deliver a blockchain intelligence data platform to financial institutions, crypto companies, and governments to fight cryptocurrency fraud and financial crime. We consider our business — and our profit — as a way to move towards our mission sustainably and at scale.
Team & Job Summary:
TRM Labs is seeking a strategic and dynamic Vice President of GTM Strategy and Revenue Operations to join our leadership team. This role is crucial in driving our growth strategy, optimizing our revenue processes, and ensuring alignment across sales, marketing, and customer success teams. The ideal candidate will have a proven track record in leading GTM strategies and RevOps functions, preferably in a high-growth tech or SaaS environment.
The impact you will have here:
- Develop and execute comprehensive GTM strategies for pipeline generation, market alignment, and planning, pricing, and enablement.
- Lead the Revenue Operations function, ensuring seamless alignment across sales, marketing, and customer success.
- Implement and manage scalable processes and systems to drive revenue growth and operational efficiency.
- Establish and track key performance metrics to measure and analyze the effectiveness of GTM strategies and revenue operations.
- Build, lead, and mentor a high-performing GTM and RevOps team, fostering a culture of collaboration and continuous improvement.
- Conduct market research and competitive analysis to identify trends, opportunities, and threats, providing actionable recommendations.
- Collaborate cross-functionally with Product, Engineering, Finance, and other key stakeholders to ensure alignment and support for GTM initiatives.
- Advocate for the voice of the customer in all strategic and operational decisions, integrating customer feedback into GTM strategies and product development.
What we’re looking for:
- 10+ years of experience in GTM strategy, Revenue Operations, or a related field, with at least 5 years in a leadership role.
- Proven track record of developing and executing successful GTM strategies in a high-growth tech or SaaS environment.
- Strong analytical and problem-solving skills, with the ability to translate data into actionable insights.
- Excellent leadership and team-building skills, with a focus on mentoring and developing talent.
- Superior communication and presentation skills, with the ability to influence and inspire stakeholders at all levels.
- Deep understanding of sales, marketing, and customer success processes and technologies.
- Ability to thrive in a fast-paced, dynamic environment and manage multiple priorities simultaneously.
About the Team:
- The RevOps team is truly remote! We practice async communication and collaboration through various methods such as slack channels and documentation (Notion, etc.). It's important to note that the primary method for communication for this role with all relevant stakeholders will be through slack (text, voice notes and video messages across DMs and various channels). Additionally, RevOps is involved in a variety of live recurring meetings throughout the week (~8 hours).
- A few times a year we'll come together in-person to collaborate, with an opportunity to engage in-person more often if you're near a hub.
- As a globally distributed team, members may observe different timezones. However, most of the team will overlap between the hours of 11am - 5pm EST for meetings and collaboration.
- All team members, regardless of location must have at least 6 hour overlap with EST business hours.
Learn about TRM Speed in this position:
- Provide real-time forecast model updates during strategy / replanning sprints and deliver a finalized product hours later.
- Within 48 hours of agreeing on QBR or BoD narrative, you'll typically be responsible for completing deeper analysis on highlight/lowlight areas and developing a solid draft of written narrative + visuals.
- Launch new enablement programs in 2 weeks (content, programming, scoring rubric, etc.)
Leadership Principles
Our Leadership Principles are foundational element of our strategy, guiding how we make decisions, how we treat each other, and how we behave day-to-day.
- Impact-Oriented Trailblazer: We put customers first, driving for speed, focus, and adaptability.
- Master Craftsperson: We prioritize speed, high standards, and distributed ownership.
- Inspiring Colleague: We value humility, candor, and a one-team mindset.
Build a Career
Joining TRM means being part of a mission-driven team comprised of industry leaders. At TRM, you'll experience:
- Purpose and Mission: Have a real-world impact, from disrupting terrorist networks to returning stolen funds.
- Inspiring Colleagues: Collaborate with industry leaders and learn something new daily.
- Personal Growth: We're not just using technology; we're inventing it and taking category-defining products to market.
Work Environment
- Remote First: Our HQ is online. Tools like Zoom and Slack ensure seamless collaboration, but we also value in-person interactions, organizing regular meetups and offsites for team bonding. Clear communication is key in our decentralized setup. With tools like Slack, Loom, and voice notes, we document meetings and decisions, promoting transparency and efficiency.
- Ownership & TRM Speed: Small teams drive big goals at TRM. Every team member has significant ownership and responsibility, fostering an environment of initiative and direct impact. While there's no strict clocking in or out, we expect team members to balance personal schedules and team needs. We move “surprisingly fast” while maintaining a high bar in service of our customers and mission. This can feel both intense and rewarding. Our unique approach to projects emphasizes quick wins, rapid iterations, and constant feedback.
- Diversity and Inclusion: Diversity at TRM encompasses backgrounds, experiences, and perspectives. Every day is an opportunity to learn from a colleague, whether they're a law enforcement expert or a tech pioneer.
- Annual Company Offsite: Once a year, TRMers come together from around the world to attend a 1-week mandatory company offsite. This is designed to foster in-person relationships, creativity, and strategic alignment. Employee attendance is required of all TRMers.
Benefits and Perks
At TRM, we know that supporting our team members can take many forms. Our goal is to enable you to care for yourself, your family, and your community while eliminating stress through our diverse and curated benefits package for full-time employees.
- Remote-first work environment
- Competitive salaries and stock options
- Health insurance
- Life & disability coverage
- Generous paid time for vacation, holidays, and parental leave
Join Us
We're looking for team members who love building from the ground up and want to work hard in a fast-paced and ambitious environment. We are remote-first, with exceptionally talented team members located around the world. If you like solving tough problems quickly and seeing your work improve the lives of billions of people, we want you at TRM.
We encourage you to reach out even if your experience doesn't precisely match the job description. Don't worry about picking exactly the right job; we can always explore other options after starting the conversation. Your passion and interests will set you apart, especially if your background or career is unconventional.
To all recruitment agencies: TRM Labs does not accept unsolicited agency resumes. Please do not forward resumes to TRM Labs 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 that does not have a signed agreement with the Company.
What We Do
TRM Labs is a blockchain intelligence company that helps financial institutions, crypto businesses and government agencies detect and investigate crypto-related financial crime and fraud. Every day, we tackle challenges in data engineering, data science, and threat intelligence to advance our mission to build a safer financial system for billions of people.
We have raised over $79M from JPMorgan Chase, Visa, Citi, PayPal, Block, Initialized Capital, Tiger Global, Bessemer, and Y Combinator.
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