TRM Labs · Emea
Sales & BusinessGo-To-MarketRemoteFullTimeposted 12d ago
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.
The Global Deal Desk sits between the sales team and closed revenue on every deal that runs through a formal procurement, security review, or RFP, which describes most of what TRM sells to governments, law enforcement, and financial institutions. Capture is the front half: engaging before an RFP exists, helping a customer define what they need, and positioning TRM as the answer rather than one of several responses to a fixed question list.
We are building this function now, so you will help build the machine: the playbook, the answer library, and the AI tooling that lets the desk answer more without lowering the standard.
The impact you will have:
Own proposal execution end to end on standard-tier pursuits: responses, compliance matrices, portal Q&A, and submission, turning technically correct answers into genuinely compelling ones.
Build the response engine: own the agentic tooling that drafts and manages responses from approved source material, so the desk scales on leverage rather than headcount.
Build the answer library and the playbook so a question answered once is never researched twice, and a new pursuit starts from something rather than nothing.
Orchestrate the cross-functional work: sequence Product, Legal, Security, Pricing, and Customer Success so a complex pursuit converges on a date instead of arriving at one.
Keep the function learning: run the gate reviews, the after-action reviews, and the AI-supported knowledge base that make the next bid cheaper than the last.
Sharpen win strategy: research the customer, competitors, and requirement, and over time help shape the pursuit itself.
What we're looking for:
An exceptional writer who makes complex material clear and answers a requirement as written rather than around it.
Genuinely AI-fluent: you already build with these tools, you know which parts a model should never own, and you can tell a right answer from one that only reads well.
Sharp, curious, and fast on ambiguous problems; you can take a 700-question workbook nobody has read and turn it into a plan.
Highly organized under real deadlines, able to run several high-stakes workstreams at once without dropping threads.
Strong with people: you can coordinate senior stakeholders who do not report to you and get what you need.
Genuinely excited to build something new and to own it as it grows.
Nice to have: exposure to capture, proposals, bids, or RFP responses in commercial or public-sector and government contracting; familiarity with blockchain, crypto, fintech, compliance, or the national security and law enforcement space; APMP membership or equivalent; additional languages.
About the Team:
Small, high-standard team building the capture function now; this seat works directly with the Capture Director, Head of Global Deal Desk, regional VPs, and account directors, plus Product, Legal, Security, and Finance.
The work is intellectually demanding: shaping a pursuit before an RFP exists, and turning correct answers into compelling ones under a scored process.
You own it as it grows, with a clear path to shaping and running larger pursuits.
Team Operating Rhythms:
Distributed, not distant. Global and remote; the working day is set by live submissions rather than one office.
No on-call rotation and no weekend expectation; submission weeks have peaks managed inside the week.
Communication is async-first via Slack and Notion, with sync coordination around live pursuits.
Learn About TRM Speed:
A major tender of 500 or more questions goes from intake to a first full draft with the reviewer in five working days.
A mid-size RFP, RFQ, or multi-tab workbook is returned inside five business days, and a sole-source letter or pricing narrative inside 24 hours.
Any question answered for the first time is in the answer library within 24 hours, so the next bid that asks it costs minutes.
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 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 you’re considered.
Our process is designed to understand how you think, solve problems, and deliver impact, while giving you the opportunity to evaluate TRM. Most interview processes include a case study, AI skills assessment, and Leadership Principles interview.
Recruiter Intro: Explore your experience, motivations, and alignment with the role.
Hiring Manager: Dive deeper into your relevant experience, skills, and impact.
First Round: Typically 1–2 interviews focused on the skills most critical to the role.
Final Round: Typically 3–5 interviews to go deeper on your craft, problem-solving, and alignment with TRM.
References: We’ll speak with former colleagues who can provide perspective on your work and impact.
Offer: If it’s a mutual fit, your recruiter will walk you through your offer and answer your questions.
Welcome to TRM: Once you sign, we’ll get you ready for your first day and onboarding.
Your recruiter will share your specific interview plan and preparation guidance along the way.
Learn more about interviewing 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
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 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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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.
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The use of AI tools of any kind (including but not limited to notetakers, interview assistants, and real-time coaching tools such as Otter.ai, 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.
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