Sales Enablement Specialist, Public Sector

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 the Enablement Specialist for Public Sector at TRM Labs, you will play a critical role in scaling a high-performing Public Sector sales organization during a period of rapid growth. With 20+ new Account Directors joining and increasing specialization across GTM, this role ensures Public Sector sellers ramp quickly, execute consistently, and maintain the disciplined sales motions required for mission-focused government customers.

This is an execution-focused enablement role. You will translate Public Sector leadership’s strategy into repeatable onboarding, training, and content programs—delivered with speed, quality, and precision. You’ll own onboarding materials, playbooks, micro-trainings, and content systems, ensuring sellers always have up-to-date, accurate, and accessible resources. You will also partner closely with managers to reinforce qualification, procurement navigation, multithreading, and deal execution fundamentals through structured coaching support.

The impact you will have:

• Stand up a consistent, ready-to-run Public Sector onboarding experience by assembling or refreshing core modules within 7 days of new hire confirmation and accelerating new seller readiness by 25–30%.

• Update playbooks and core content within 3 business days when Public Sector leadership flags messaging drift, procurement nuance, or recurring objections.

• Design and deliver sector-specific training and micro-enablement—including one-pagers, talk tracks, scenarios, or short practice sessions—within 72 hours of execution gaps identified by managers.

• Reinforce disciplined sales execution through structured deal-support collaboration with managers (qualification rigor, evaluation plans, procurement-path mapping, stakeholder strategy).

• Maintain an organized, high-adoption Public Sector content system (e.g., Highspot) with >90% usage, ensuring pitch, discovery, and competitive materials remain current and easy to find.

• Track and analyze onboarding, adoption, and early-funnel metrics, sharing insights and adjustments that improve deal quality, consistency, and forecast accuracy.

• Partner cross-functionally with Product, PMM, and Sales Leadership to ensure Public Sector messaging is consistent, mission-aligned, and reinforced across all seller-facing resources.

What we’re looking for:

• 3–5 years in sales enablement, sales training, or Public Sector sales/sales leadership—with demonstrated ability to coach or enable Public Sector sellers.Public Sector sales/sales leadership—with demonstrated ability to coach o

• Proven ability to rapidly build and update sales content, onboarding modules, and training resources in a fast-paced environment.

• Experience supporting sales teams that sell to federal, state, or local government—preferably in SaaS, cybersecurity, fintech, or mission-oriented technology.

• Strong understanding of qualification, procurement cycles, multithreading, evaluation plans, and government buying processes.

• Hands-on experience with sales enablement tools (e.g., Highspot, Salesforce, or equivalent) and the ability to quickly implement workflows that improve consistency and adoption.

• Exceptional communication and facilitation skills, with the ability to translate complex concepts into simple, repeatable, frontline-ready guidance.

• Analytical mindset with the ability to track program impact, measure adoption, and identify execution gaps early.

• Demonstrated ability to collaborate across Product, PMM, and Sales Leadership, responding quickly to shifting priorities and emerging field needs.

• Experience operating in a high-growth, fast-changing environment where speed, clarity, and iteration matter more than process.

Compensation:

• This role offers a competitive base salary range of $100,000–$110,000 USD, along with equity in TRM Labs. Total compensation is aligned with experience, level, and scope of the role.

About the Team:

• We operate as a fully remote and asynchronous-first GTM organization, using Slack (text, voice notes, and video messages) and Notion as primary communication channels.

• While globally distributed, most collaboration occurs between 11am–5pm EST, and all team members must maintain at least 6 hours of overlap with EST business hours.

• We meet in person a few times per year and encourage more frequent in-person collaboration for those near a hub.

Learn about TRM Speed in this position:

1. Update and Upload a Playbook Within 3 Days

When Public Sector leaders flag a recurring objection, procurement nuance, or messaging drift, the L2 updates the relevant playbook section and uploads it to Highspot within 3 business days, including a short manager brief.

2. Stand Up Onboarding Materials Within 1 Week

When new Public Sector hires are confirmed, the L2 assembles or refreshes core onboarding modules (slides, scenarios, exercises) within 7 days, enabling a ready-to-run, consistent onboarding experience.

3. Produce a Targeted Micro-Training Within 72 Hours

When managers identify an execution gap (e.g., weak discovery or poor qualification language), the L2 builds a focused resource—one-pager, talk track, or quick scenario practice—within 72 hours, and distributes it with measurable adoption tracking.

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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.

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