Strategic Partnerships Manager - Crypto

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

We are seeking a Partnership Manager, Crypto to build and grow strategic partnerships that accelerate TRM’s expansion across the financial services ecosystem. This role sits at the intersection of commercial execution, partner enablement, and market strategy—focused on developing relationships that directly contribute to company growth.

You’ll drive partnerships with leading financial institutions and crypto-native platforms focused on fraud, AML, and compliance. The ideal candidate combines commercial acumen, integration fluency, and a deep understanding of regulatory dynamics in the private sector to unlock new revenue and strengthen TRM’s position across the financial ecosystem.

The impact you will have:

• Source, negotiate, and close private sector partnerships that expand TRM’s market presence and drive incremental ARR.

• Build and manage a quota-driven pipeline of high-value partnerships aligned to TRM’s GTM strategy.

• Collaborate cross-functionally with Product, Sales, and GTM teams to align partnership priorities with customer and product needs.

• Navigate licensing, data governance, and compliance topics in partnership with Legal and Risk to ensure scalable, sustainable agreements.

• Identify and cultivate relationships with data integrators and crypto-native partners central to financial institutions’ AML and compliance infrastructure.

• Stay ahead of regulatory developments (e.g., the Genuis Act) and assess their implications for TRM’s private sector strategy.

What we’re looking for:

• Proven success developing and managing revenue-generating partnerships with financial institutions, data vendors, or crypto infrastructure providers.

• Deep experience in partner integration sales or solution-led go-to-market motions.

• Strong commercial judgment with the ability to structure, negotiate, and operationalize complex partnership agreements.

• Understanding of regulatory environments affecting banks and crypto businesses, particularly in AML, KYC, and fraud domains.

• Excellent stakeholder management skills and the ability to influence across Product, Legal, and GTM functions.

• High agency, bias for action, and comfort operating in fast-moving, cross-functional environments.

About the Team:

This role sits within the Strategic Initiatives team, reporting directly to our CEO. The team is lean, senior, and high trust—characterized by rapid iteration, high agency, and sharp commercial instincts. We work async by default, but rely on crisp documentation and Slack-based collaboration across time zones.

You’ll partner frequently with GTM, Product, Engineering, and Legal/Risk. Most teammates maintain at least a 4-hour overlap with PST hours, though working hours are otherwise flexible. We prioritize structured thinking, clarity in communication, and a strong bias toward velocity and ownership.

Learn about TRM Speed in this position:

• Drive conversion: Ensure the first partner-referred opportunity closes within 90 days of GTM launch.

• Enable partners quickly: Train partner sales teams (e.g., BitGo, Unit21) on TRM’s value proposition within 10 business days of integration completion.

• Launch integrations fast: Identify and execute three integration partnerships within 60 days.

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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