Lead Sales Recruiter

BUILD A SAFER WORLD.

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. Leading agencies and businesses worldwide rely on TRM to make the world safer and more secure.

As a Lead Sales Recruiter, you will operate as a principal-level recruiting partner responsible for owning TRM’s most critical GTM leadership searches, with a focus on Director-level and above roles across Sales, Post-Sales, Partnerships, and Business Development. You will partner directly with executive stakeholders to define search strategy, map competitive talent markets, engage senior passive talent, and drive high-quality hiring decisions with speed and precision.

Your success will be measured by the quality, velocity, and business impact of leadership hires across TRM’s go-to-market organization.

The impact you will have:

• Own full-cycle recruiting for Director+ Sales leadership searches across TRM’s global Sales organization.

• Act as a strategic talent partner to senior Sales leaders, advising on market dynamics, candidate calibration, hiring strategy, and closing approach.

• Build and execute executive-level sourcing strategies that identify, engage, and close exceptional Sales leaders from high-growth, enterprise SaaS, public sector, and/or financial technology environments.

• Develop deep market maps for priority leadership searches, including competitor talent, high-performing sales organizations, and referral-driven networks.

• Create an exceptional candidate experience for senior-level talent, ensuring every touchpoint reflects TRM’s talent bar, mission, and operating principles.

• Use data, market insights, and funnel conversion metrics to diagnose search health, influence hiring teams, and refine recruiting strategy in real time.

• Drive urgency and decision quality across leadership searches by facilitating clear calibration, structured feedback, and timely hiring decisions.

• Continuously improve executive and leadership recruiting processes, including intake quality, scorecard alignment, sourcing strategy, debrief rigor, and offer execution.

• Serve as a craft leader on the Talent team by raising the bar for sourcing, stakeholder management, candidate engagement, and strategic search execution.

What we’re looking for:

• 7+ years of recruiting experience, with deep experience owning senior GTM and Sales leadership searches in high-growth, US-headquartered technology companies.

• Proven success hiring Director-level and above Sales talent, ideally across enterprise SaaS, public sector, financial services, fintech, blockchain, cybersecurity, or data/intelligence markets.

• Strong executive search fundamentals, including market mapping, talent intelligence, passive candidate engagement, confidential search management, and senior-level closing.

• Ability to quickly understand complex Sales roles, territories, customer segments, quota ownership, go-to-market motion, and leadership requirements.

• Strong analytical ability to interpret recruiting metrics, funnel health, conversion rates, market data, and candidate pipeline quality, then translate insights into actionable recommendations.

• Exceptional stakeholder management skills, with the ability to build trust, influence senior leaders, push back thoughtfully, and operate as a strategic advisor throughout the hiring process.

• Excellent written and verbal communication skills, including the ability to synthesize market insights, candidate tradeoffs, and search progress clearly for executive audiences.

• High ownership, persistence, and judgment in navigating ambiguous, confidential, and business-critical searches.

• Demonstrated ability to balance speed with quality while maintaining a high talent bar for leadership hiring.

Learn about TRM Speed in this position:

• Within 72 hours of receiving a position, you attend the intake meeting prepared with a Total Addressable Market (TAM) overview and 5-10 sample profiles to review with the hiring team.

• Within 48 hours of receiving initial candidate feedback, you refine search criteria based on the hiring team’s insights, then, within 24 hours, create A/B outreach messaging to engage targeted profiles and aim to source 100 candidates within the first week.

• While sourcing externally, you identify 5 team members at TRM with relevant networks, proactively reaching out via Slack to schedule a "sourcing jam" with the recruiter to explore potential referrals.

• Two weeks after the initial outreach, you analyze sourcing data to identify what is and isn’t driving conversions. You share your insights and recommendations with the hiring team to refine and optimize the outreach strategy, and you continue to monitor and adjust the approach until the position is filled.

THE FOLLOWING REPRESENTS THE ESTIMATED RANGE OF COMPENSATION FOR THIS ROLE:

• Individual pay is determined by skills, qualifications, experience, and location. The compensation details listed in this posting reflect the US base salary only

• The estimated base salary range for this role is $172,000 - $196,000.

• Additionally, this role may be eligible to participate in TRM’s equity plan.

• Please note – we factor in the different costs for geographies outside the United States.

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. If something takes months elsewhere, it will ship here in days.

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. As a result, the way we operate requires a high level of ownership, adaptability, collaboration, and creative problem-solving.

At TRM, you should expect:

• Priorities and targets to change quickly as we experiment and iterate

• Work that often requires operating with a high degree of ambiguity

• A high level of personal ownership and accountability

• Close collaboration across teams and functions

• Frequent, high-touch communication

• Creative problem solving and out-of-the-box thinking

• A pace that rewards urgency, adaptability, and outcomes

This environment is energizing for people who enjoy building, solving hard problems, and making progress in situations that are not always fully defined. It also requires comfort navigating ambiguity, adjusting course as new information emerges, and maintaining focus and positivity in a fast-moving and intense environment.

We also recognize that this style of operating is not for everyone. If you are primarily optimizing for predictability or a consistently balanced workload, we encourage you to use the interview process to pressure test whether this environment is truly the right fit. We want teammates who thrive here, not just survive here.

At the same time, many people find this work deeply rewarding. If you are excited by meaningful problems, motivated by ambitious goals, and energized by working alongside mission-driven colleagues, there is a good chance you will find TRM to be an exceptional place to grow and contribute. Learn more: Interviewing at TRM: How We Hire and What Success Looks Like https://www.trmlabs.com/resources/blog/interviewing-at-trm-how-we-hire-and-what-success-looks-like

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.

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.

PRIVACY POLICY AND ADDITIONAL INFORMATION

By submitting your application, you agree to allow TRM Labs to process your personal information in accordance with our Privacy Policy https://www.trmlabs.com/policies/privacy-policy.

We collect the information you provide (such as your resume, work history, and contact details) solely for the purpose of evaluating your candidacy for current and future roles at TRM.

Because our hiring cycles for certain positions may span 24 to 36 months, we retain your personal information for up to 36 months from the date of your application. After that period, your data is deleted unless a different retention period is required or permitted by law.

If you are located in the European Economic Area, the United Kingdom, or another jurisdiction with applicable data protection laws, you have the right to access, correct, or request deletion of your personal data at any time before that period ends. To exercise any of these rights, contact us at privacy@trmlabs.com.

To notify TRM Labs that you believe this job posting is non-compliant, please submit a report through this form https://docs.google.com/forms/d/e/1FAIpQLSc6e8jRCl2cQwgIzXLpIGQXtwvMQh__TcokvO2toAAkT44A6Q/viewform?usp=dialog. No response will be provided to inquiries unrelated to job posting compliance.

The use of AI tools of any kind (including but not limited to notetakers, interview assistants, and real-time coaching tools such as Otter.ai, Fireflies, Fathom, Cluey, or similar) during TRM interviews is not permitted without prior approval from TRM. TRM uses its own internal tools for note-taking to ensure a consistent and confidential experience for all candidates.

We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this form https://docs.google.com/forms/d/e/1FAIpQLSevmAzPxWOYm_7kMHb9lEJlX3tpdBeHvvvNWjsI_6xhUfnXjw/viewform?usp=dialog.

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.

LEARN MORE: COMPANY VALUES https://www.trmlabs.com/culture | INTERVIEWING https://www.trmlabs.com/interviewing | FAQS https://www.trmlabs.com/faq