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TRM Labs is hiring a VP of Global Growth to lead the next stage of expansion and build a global growth organization that delivers repeatable, scalable, and efficient growth. You will report directly to the Chief Revenue Officer and serve as a key member of the Growth Leadership Team.
Key Responsibilities:
You will own global pipeline generation across the company and the customer journey from initial awareness through to a sales-accepted opportunity. You will lead teams across growth strategy, digital and lifecycle marketing, account-based marketing, field marketing, and marketing operations and analytics.
Specific impact areas include:
- Own the pipeline generation plan: Translate revenue targets into pipeline requirements by market, region, offering, and customer type. Account for conversion rates and sales cycles, agree contributions with other revenue leaders, and own the consolidated plan and response to gaps.
- Find and attack bottlenecks: Map how accounts and buyers move from awareness to qualified opportunities, define entry and exit criteria for each stage, and identify where progress stalls. Work with Sales to improve handoffs and use win/loss results to sharpen targeting and programs.
- Lead the full demand generation engine: Integrate demand generation, performance marketing, lifecycle, account-based marketing, field marketing, and digital into a coordinated strategy that generates qualified pipeline across global pods.
- Build digital and lifecycle capabilities: Lead paid search and social, organic search and AI discovery, website conversion, landing pages, nurture, and reactivation programs.
- Increase experimentation velocity: Diagnose underperformance, prioritize high-impact hypotheses, and establish a fast, disciplined cadence of experiments across audiences, channels, campaigns, and conversion paths.
- Build a stunning team and culture: Develop the existing team, recruit critical talent, set clear responsibilities across shared capabilities and market teams. Own the budget and agency relationships, establish a disciplined operating rhythm, and use AI and automation to increase team capacity and speed.
- Executive leadership: Serve as the executive voice for pipeline generation, advising the CRO, CEO, and broader leadership team on pipeline performance, investment tradeoffs, and opportunities across markets and customer segments.
About TRM Labs:
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. The company is a Series C venture-backed 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.
The company culture emphasizes high velocity, high ownership, and rapid iteration. TRM moves quickly and expects clarity, follow-through, and impact. The work sits at the intersection of AI, national security, and fighting crime, with complex problems and real stakes. The environment requires a high level of ownership, adaptability, collaboration, and creative problem-solving.
AI fluency is a baseline expectation at TRM. You will be evaluated on applied AI fluency during the interview process, including how you accelerate repeatable workflows, structure and solve problems, improve output quality, and increase speed and leverage.
QUALIFICATIONS AND REQUIREMENTS:
- Track record of owning and growing qualified pipeline in an enterprise technology business with complex buying groups and long sales cycles. Must be able to explain targets, investment decisions, conversion rates, and revenue outcomes.
- Quantitative fluency and sound judgment with imperfect data. Ability to build funnel models, pressure-test attribution, evaluate acquisition economics, and design useful experiments when volumes are too small for simple A/B tests.
- Track record driving both new-logo acquisition and customer expansion, with rigorous understanding of conversion, acquisition economics, and payback.
- Deep full-funnel expertise, from awareness and MQL generation through opportunity creation, Sales handoffs, and downstream pipeline outcomes.
- Demonstrated success building multitouch attribution, marketing analytics, and forecasting models that improve investment decisions and reveal funnel underperformance.
- Disciplined approach to experimentation, with evidence of increasing testing velocity and translating learning into measurable improvements in qualified pipeline and conversion.
- Experience leading demand generation, performance marketing, lifecycle, ABM, digital, and regional or field marketing, supported by strong marketing operations and data analytics.
- Applied AI fluency: demonstrated use of AI to improve campaign operations, targeting, content velocity, forecasting, or attribution, with appropriate quality controls.
- Track record hiring and developing leaders and building an operating model that creates accountability across teams and functions.
- Multi-region experience across NA, APAC, and EMEA, ideally including public-sector or regulated-buyer motions, with judgment to tailor strategy by market and segment.
- Strong executive communication and GTM partnership. Ability to align leaders on growth plan, challenge assumptions with evidence, and move comfortably between revenue outcomes and campaign detail.
