[Hiring] Business Development Executive @TRM Labs

Role Description

You will expand TRM’s strategic access across the Australia & New Zealand public sector ecosystem. This is a senior individual contributor role, designed for someone who already has deep credibility and trusted relationships across government, regulatory bodies, law enforcement, national security, financial intelligence, or public-sector practitioner communities in Australia & New Zealand. You are not being hired to build a network from scratch. You are being hired to activate a network you have already earned.

This is not a traditional closing-quota sales role. Your mandate is to open senior-level conversations, multi-thread strategic public-sector accounts, create qualified opportunities, and help TRM become part of the most important conversations happening across European agencies and regulatory institutions.

What You'll Do

• Open senior-level access across Australia & New Zealand public-sector accounts by activating a network you have already built.
• Build multi-threaded relationships across agencies, regulators, law enforcement, financial intelligence units, and practitioner communities.
• Help TRM earn a seat in the most important public-sector conversations across Australia & New Zealand, including financial crime, illicit finance, crypto investigations, blockchain intelligence, sanctions, fraud, asset recovery, digital assets, and emerging regulatory priorities.
• Identify and pursue high-value opportunities with government agencies, regulators, and other public-sector institutions.
• Represent TRM externally at conferences, government forums, practitioner events, and industry convenings, turning public presence and private conversations into qualified opportunities.
• Partner with Sales, Product, Marketing, and Policy to convert strategic access into qualified pipeline, customer opportunities, product signal, and durable market advantage.
• Turn market, technology, and regulatory shifts into an early-warning system for TRM, helping the company spot opportunities and risks before competitors do.
• Close the loop between field signal and internal strategy by feeding practitioner insight, agency priorities, procurement dynamics, objections, and regional market intelligence back into TRM’s product and go-to-market teams.

Qualifications

• Established network across Australia & New Zealand government, regulatory bodies, or public-sector practitioner circles.
• Comfortable as a public voice for TRM: conferences, panels, government forums.
• Experience translating relationships into concrete opportunities, not just warm intros.
• Already uses AI for research, prospecting, and pipeline management, with a concrete example to point to.

Requirements

• Based remotely within Australia & New Zealand.
• Willing to travel 30-40%.
• Existing relationships in Australia & New Zealand public sector / government space.

Application Instructions

If you’re interested in joining TRM, we encourage you to apply directly. Every application is reviewed by our Talent team.

Before applying, review the job description carefully and highlight the experience and impact that best demonstrate the required qualifications. Please also provide thoughtful and accurate answers to the application questions, as these will be used to evaluate your qualifications for the role.

If you send your resume directly to someone at TRM, we can’t guarantee it will reach the appropriate hiring team. Applying directly is the best way to ensure you’re considered.

What to Expect From Our Interview Process

• Recruiter Intro: Explore your experience, motivations, and alignment with the role.
• Hiring Manager: Dive deeper into your relevant experience, skills, and impact.
• First Round: Typically 1–2 interviews focused on the skills most critical to the role.
• Final Round: Typically 3–5 interviews to go deeper on your craft, problem-solving, and alignment with TRM.
• References: We’ll speak with former colleagues who can provide perspective on your work and impact.
• Offer: If it’s a mutual fit, your recruiter will walk you through your offer and answer your questions.
• Welcome to TRM: Once you sign, we’ll get you ready for your first day and onboarding.

Life at TRM

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

• TRM moves quickly. We are a high velocity, high ownership team that expects clarity, follow-through, and impact.
• People who thrive here are energized by hard problems, experimentation, and continuous feedback.
• Our work sits at the intersection of AI, national security, and fighting crime.
• The problems are complex, the stakes are real, and the environment evolves quickly.
• The pace and intensity of the work reflect the importance of the mission.
• This environment is energizing for people who enjoy building, solving hard problems, and making progress in situations that are not always fully defined.

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.

Leadership Principles

• Impact-Oriented Trailblazer: We put customers first and move with speed, focus, and adaptability.
• Master Craftsperson: We care deeply about our craft.
• Inspiring Colleague: We add clarity and energy, not noise.

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.