Sales Development Representative - Public Sector

Build to Protect Civilization

TRM is a blockchain intelligence company that’s on a mission to build a safer financial system for billions of people. We’re a lean, high-impact team tackling some of the world’s most critical challenges, ranging from human trafficking and financial fraud to terrorist financing. We are builders who power governments, financial institutions, and crypto companies when the clock is running and the consequences are real. This is why every TRMer is a bet on our future and has the power to change our trajectory.

About the Position

As a Sales Development Representative (Federal Civilian), you will play a crucial role in generating and qualifying prospects to support the Federal Civilian go-to-market team in delivering TRM resources to key agencies and, in turn, achieving revenue targets. Your primary responsibilities will include identifying new prospect offices, outbound prospecting, discovering customer needs, acting as an intelligence liaison, and sharing valuable TRM insights and use cases with potential customers in the federal civilian space.

The successful SDR will have previous experience in similar roles, be a self-starter, highly motivated, and adaptable, and possess excellent communication and interpersonal skills. This is not an entry-level position, as it requires a high level of ownership in building a scalable engine to uncover customer needs and determine how best to meet them.

We are ideally seeking candidates based in Washington D.C.

The impact you will have:

• Drive crucial pipeline generation through deep organizational research

• Work closely with Account Directors to identify and prioritize growth opportunities

• Set target roadmaps to establish key accounts and outbound initiatives

• Act as a customer liaison, uncovering needs, sharing intelligence insights, and guiding prospects during the pre-sales process

• Operate a scalable growth engine that streamlines and shortens the customer timeline to generate wins via a TRM partnership

• Messaging: You seek to understand a prospect's goals, challenges and needs. You take a holistic approach to how you message and always seek to iterate and test outbound messaging

• Hunter. You find excitement or fulfillment through developing meaningful client relationships, identifying new use cases, obsessing over prospect needs, meeting new contacts, and framing strategies for success

• Adaptable. Goals can change fast. You anticipate and react quickly

• Autonomous. You own what you work on. You move fast and get things done

• Excellent communication. You will need to communicate complex ideas effectively

• Collaborative. You must work collaboratively in a cross-functional team and with people at all levels in an organization

• Curious. You’re a good listener who asks great questions to drive a deep understanding

• Friendly. You’re warm and easy to talk to, conveying ideas efficiently and drawing information out of others by helping them feel at ease

What we’re looking for:

• 1+ year of experience and a track record of success in a Sales position or a degree in Business, Marketing, or Communication

• Experience supporting Public Sector clients in a fast-paced SaaS environment is preferred

• Proficiency in utilizing the following tools: Salesforce, Slack, Google Suite, etc.

About the Team:

• The Sales team is made of independent sales leaders who take ownership and initiative of their territory and responsibilities. Because we’re a global team, each team member is a master of their own territory

• We work asynchronously to share intel, win strategies, and support one another when prospects cross time zones

• Knowing the impact that our work has on the future of TRM, we’re scrappy and find ways to get things done and overcome any challenges that come our way

• Each team member works according to typical business hours in their territory. At times, it’s necessary for the team to meet together a few hours earlier or later than an individual’s local business hours, but those occasions are planned in advance

Learn about TRM Speed in this position:

• Returning prospect and customer communications within 24 hours at most, typically faster

• Raising any customer concerns to the relevant internal teams promptly

• Responding to internal requests (asks re: customer, prospect, and market information that can range from small to large projects) as quickly as possible

Compensation:

• The estimated on-target earnings (OTE) for this role are $95,000, which includes base salary and variable compensation. Equity is also included as part of the total package.

Life at TRM

We build to protect civilization. That promise shows up in how we work every day.

TRM runs fast. Really fast. We’re a high-velocity team that expects ownership, clarity, and follow-through. People who thrive here are inspired by hard problems, experimentation, direct feedback. If it takes months elsewhere, it often ships here in days. If you are optimizing primarily for consistent work-life balance, use the interview process to pressure-test fit. We want teammates who thrive here, not just survive here.

We coach directly, assume positive intent, and play for the front of the jersey.

Leadership Principles

• 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.

Want to learn more about how we interview at TRM Labs? Check out more about our leadership principles and hiring process here.

What You’ll Do Here

This work has teeth. At TRM, your week might include:

• Driving critical investigations that can’t wait for typical business hours.

• Shipping products in days when others would schedule quarters.

• Partnering with teams across time zones to deliver insights while the story is still unfolding.

• Building new solutions from first principles when the playbook doesn’t yet exist.

• Protecting victims and customers by tracing illicit activity and disrupting criminal networks.

Join our Mission

We look for people who want their work to matter, who build with speed and rigor, and who take pride in protecting others through their craft. If you’re excited by TRM’s mission but don’t check every box, apply anyway. We hire for slope, judgment, and the will to learn fast.

Build to protect civilization. Let’s do it together.

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.

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