Sales Development Representative - Federal Civilian

Trmlabs

0 of 0

Location

Not specified

Salary

Not specified

Posted

4mo ago

Job Type

Full Time

About the Role

Build a Safer World.

TRM Labs provides blockchain analytics and AI solutions to help law enforcement and national security agencies, financial institutions, and cryptocurrency businesses detect, investigate, and disrupt crypto-related fraud and financial crime. TRM’s blockchain intelligence and AI platforms include solutions to trace the source and destination of funds, identify illicit activity, build cases, and construct an operating picture of threats. TRM is trusted by leading agencies and businesses worldwide who rely on TRM to enable a safer, more secure world for all.

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

Life at TRM

We are building a safer world. That promise shows up in how we work every day.

TRM runs fast. Really fast. We’re a high‑velocity, high‑ownership team that expects clarity, follow‑through, and impact. People who thrive here are energized by hard problems, experimentation, and direct feedback. If something takes months elsewhere, it often ships here in days.

That pace isn’t for everyone. 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.

AI Fluency at TRM

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.

Leadership Principles

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.

Learn more: Interviewing at TRM: How We Hire and What Success Looks Like

The impact you will have

This work has real stakes. Depending on your role at TRM, your week might look like:

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

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 Blockchain Capital, 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.

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.

Privacy Policy and Additional Information

By submitting your application, you are agreeing to allow TRM to process your personal information in accordance with the TRM Privacy Policy.

Our typical hiring cycles for specialized roles span 24 to 36 months. Accordingly, we retain your personal information for up to 36 months to evaluate your application and to consider you for current and future employment opportunities, unless you request earlier deletion or a different retention period is required or permitted by law.

To notify TRM Labs that you believe this job posting is non-compliant, please submit a report through this form. No response will be provided to inquiries unrelated to job posting compliance.

We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this form.

Learn More: Company Values | Interviewing | FAQs