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TRM Labs is an AI-powered intelligence platform company serving public and private sector agencies to investigate and disrupt crime. The company is Series C-funded ($220M) and backed by Goldman Sachs, Bessemer, Y Combinator, and Thoma Bravo.
You will own and build TRM's footprint across US Federal Offices of Inspector General (OIGs), with primary responsibility for bringing Ardence—TRM's AI investigation platform for all-source intelligence—to investigators and analysts uncovering fraud.
Key responsibilities:
- Serve as the trusted point of contact between TRM and OIG investigators, analysts, agency leadership, and contracting officers
- Own and build the OIG territory: map and tier target OIGs within 30 days; stand up 3x pipeline coverage within 90 days
- Position Ardence as mission-critical for OIG investigations, helping teams pull together all-source intelligence
- Bring Solutions Architects, Global Investigators, Compliance Advisory, and Policy colleagues into strategic conversations
- Run end-to-end federal sales cycles: discovery, technical evaluation, procurement, and close; navigate federal buying vehicles and agency purchasing rules independently
- Use AI as the default first move: Claude and ChatGPT for prospecting, account research, and outbound; aim to free 4–10 hours weekly for customer engagement
This is a high-trust, territory-owner role for a self-starting seller who understands OIG operations, can independently build pipeline, and run federal sales cycles without hand-holding.
TRM operates as a distributed-first company with hubs in Los Angeles, San Francisco, New York, Washington D.C., London, and Singapore. The company moves fast, expects clarity and follow-through, and operates with high ownership and ambiguity. The environment rewards urgency, adaptability, and outcomes; priorities and targets change quickly.
REQUIREMENTS:
- Direct experience working with or inside a federal Office of Inspector General (strongly preferred); state-level OIG experience also valued
- 3+ years of sales experience selling software or technology into government, with consistent quota attainment
- Working familiarity with federal procurement vehicles and FAR-based contracting: GSA Schedules, BPAs, IDIQs, SEWP, GWACs
- Proven track record of self-generated pipeline; this is territory ownership, not lead harvesting
- Strong executive presence and consultative selling skills: listening first, proposing second, tying back to agency mission
- Demonstrated AI fluency; comfortable using AI tools daily for prospecting, account research, outbound, and reporting
- Based in Washington, DC metro area (highly preferred); willingness to travel to agency sites, conferences, and trainings
- Active US Government Security Clearance or clearance eligibility (a plus)
- Experience with investigative, intelligence, OSINT, or case-management software (a plus)
- US Citizenship required
