Strategic Partnerships Manager, TRM Labs
Crypto
More information about location
Blockchain investigations & risk management
Open for applications
Blockchain investigations & risk management
201-500 employees
Open for applications
More information about location
201-500 employees
Company mission
To build a safer financial system for billions of people.
Role
Who you are
- 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
- 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
What the job involves
- 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
- 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
- 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
- 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
Our take
The crypto space has become more mainstream but it is also intensely volatile and poorly regulated, with a high degree of anonymity afforded to its users. As such it has become a major source of financial fraud with $20 billion in crypto stolen in 2022 alone. TRM Lab exists to return trust to the blockchain, helping banks, government agencies and crypto companies detect and combat fraud with its blockchain intelligence solutions.
As the risk of blockchain fraud is only increasing, with the proceeds often being used for organized crime, there are a number of companies working in this space. TRM stands out with the breadth of its crypto asset coverage and the strength of its cross-chain analytics. It has partnered with the FBI and Europol to aid its investigations, and is also used by major crypto companies MoonPay and Binance.
The company has grown its revenue by almost 500% year on year since its founding in 2018, and has raised a significant amount of capital. With the funding its secured, its further developing its product and hiring additional talent. And as businesses and government agencies increasingly come to grips with fraud in the crypto space, TRM is well poised to continue its rapid growth.
Steph
Company Specialist at Welcome to the Jungle
Insights
42% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Nov 2022
$70m
SERIES B
Dec 2021
$60m
SERIES B
Total funding: $150.1m
Company benefits
- DIstributed, not distant
- Competitive compensation package
- Paid time off: 25 days of vacation and competitive holistic paid time off plans
- Parental leave & family planning: 18 weeks of paid parental leave (if employed for at least 180 days unless the home state or country required less tenure). For select eligible regions, we also offer fertility treatments via the Carrot platform
- Health coverage: Premium coverage for medical, dental, vision and life insurance
- Company retreats
- Career growth
Company HQ
SoMa, San Francisco, CA
Leadership
Esteban Castaño
(Co-Founder & CEO)Former Business Analyst at McKinsey & Company. Founded the Digital team at Generation, a high growth youth employment program, before launching TRM in 2018.
Rahul Raina
(Co-Founder & CTO)Former Senior Business Analyst at McKinsey & Company. Former Software Engineer at Amazon Web Services and Opendoor.
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