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Director, Vendor Strategy & Negotiation

United States

TRM Labs is a blockchain intelligence company committed to fighting crime and creating a safer world. By leveraging blockchain data, threat intelligence, and advanced analytics, our products empower governments, financial institutions, and crypto businesses to combat illicit activity and global security threats. At TRM, you'll join a mission-driven, fast-paced team made up of experts in law enforcement, data science, engineering, and financial intelligence, tackling complex global challenges daily. Whether analyzing blockchain data, developing cutting-edge tools, or collaborating with global organizations, you'll have the opportunity to make a meaningful and lasting impact.

Own TRM’s vendor strategy. Drive millions in value. Build the foundations for commercial excellence at scale at a high-growth technology company.

TRM Labs is a blockchain intelligence company committed to fighting crime and creating a safer world. By leveraging blockchain data, threat intelligence, and advanced analytics, our products empower governments, financial institutions, and crypto businesses to combat illicit activity and global security threats. At TRM, you'll join a mission-driven, fast-paced team made up of experts in law enforcement, data science, engineering, and financial intelligence, tackling complex global challenges daily. Whether analyzing blockchain data, developing cutting-edge tools, or collaborating with global organizations, you'll have the opportunity to make a meaningful and lasting impact.

As the Director, Vendor Strategy & Negotiation, you will lead TRM’s commercial strategy for our most critical vendor relationships — from cloud infrastructure and SaaS to data and security partners. Your focus will be designing and executing strategies that optimize spend, maximize flexibility, and secure best-in-class terms. You’ll also own the systems and workflows that support vendor management, ensuring they enable speed and scale. This is a high-impact, strategic role that will work closely with TRM’s leadership team.

The impact you will have

  • Lead commercial strategy with TRM’s top vendors (cloud, SaaS, data, security), delivering millions in annual value.
  • Structure creative agreements — staged commitments, usage-based pricing, flexibility clauses, benchmarks, and non-price concessions — to balance efficiency with agility.
  • Partner with IT, Security, Legal, and other stakeholders to balance commercial goals with TRM’s requirements around security, compliance, risk management, and operational excellence.
  • Build playbooks that codify best practices so TRM consistently achieves strong commercial outcomes.
  • Optimize procurement workflows, tools, and processes to create leverage and enable speed.
  • Develop competitive pressure by evaluating alternatives and running multi-track vendor strategies.
  • Directly influence executive-level decisions on spend, vendor strategy, and long-term partnerships.
  • Shape the vision for how vendor management evolves at TRM, including the potential to build a scaled function over time.

What we’re looking for

  • 5–10+ years of relevant experience in vendor strategy, enterprise negotiations, strategic procurement, or related commercial roles. Experience in Strategic Finance is a plus.
  • Proven track record of delivering material outcomes in vendor or customer-facing negotiations (savings, flexibility, non-price concessions).
  • Strong commercial instincts: you spot leverage points, understand trade-offs, and design creative deal structures beyond unit price.
  • Excitement to lead procurement and vendor strategy at a high-growth technology company — rolling up your sleeves in a strategic, hands-on role at first, with a path toward building out a more scaled function for those interested.
  • Experience improving procurement systems, processes, and infrastructure to make negotiations faster, smarter, and more scalable.
  • Analytical fluency: able to model usage scenarios, quantify vendor ROI, and support positions with data.
  • Excellent communicator, able to influence executives internally and negotiate constructively with vendors externally.
  • Intellectual curiosity and resilience — you thrive in high-stakes environments and are motivated by building durable, high-impact systems.

Learn about TRM Speed in this position

At TRM, speed means moving quickly, decisively, and effectively to drive outcomes that matter. In this role, that looks like:

  • We ramp fast: Within your first week, master TRM’s procurement workflows and systems so you can begin driving impact immediately.
  • We lead from day one: Take ownership of in-flight negotiations quickly, delivering measurable savings and freeing leadership to focus on higher-value priorities.
  • We accelerate execution: Quickly design and begin rolling out a scalable vendor strategy that delivers repeatable cost reductions and operational strength.

About the Team

Finance at TRM is a high-leverage function that sits at the center of the company’s most important strategic decisions. We work directly with executives and business leaders on choices that shape our growth trajectory, cost structure, and long-term competitiveness.

We believe strong processes and systems are essential — but they’re only the starting point. Our team focuses on turning that foundation into real commercial impact: shaping vendor strategies and delivering outcomes that materially advance TRM’s mission.

On this team, you’ll have a seat at the table with leadership, visibility into every corner of the business, and the opportunity to influence how TRM scales. If you thrive on complex negotiations, enjoy creating value in high-stakes environments, and want to help build systems that raise the bar for how companies partner with vendors, you’ll find this team to be the right fit.

Life at TRM Labs

Leadership Principles

Our Leadership Principles shape everything we do—how we make decisions, collaborate, and operate day to day.

  • Impact-Oriented Trailblazer – We put customers first, driving for speed, focus, and adaptability.
  • Master Craftsperson – We prioritize speed, high standards, and distributed ownership.
  • Inspiring Colleague – We value humility, candor, and a one-team mindset.

Accelerate your Career 

At TRM, you’ll do work that matters—disrupting terrorist networks, recovering stolen funds, and protecting people around the world. You will:

  • Work alongside top experts and learn every day.
  • Embrace a growth mindset with development opportunities tailored to your role.
  • Take on high-impact challenges in a fast-paced, collaborative environment.
  • Thrive in a culture of coaching, where feedback is fast, direct, and built to help you level up. 

What to Expect at TRM

TRM moves fast—really fast. We know a lot of startups say that, but we mean it. We operate with urgency, ownership, and high standards. As a result, you’ll be joining a team that’s highly engaged, mission-driven, and constantly evolving.

To support this intensity, we’re also intentional about rest and recharge. We offer generous benefits, including PTO, Holidays, and Parental Leave for full time employees.

That said, TRM may not be the right fit for everyone. If you're optimizing for work life balance, we encourage you to:

  • Ask your interviewers how they personally approach balance within their teams, and
  • Reflect on whether this is the right season in your life to join a high-velocity environment.
  • Be honest with yourself about what energizes you—and what drains you

We’re upfront about this because we want every new team member to thrive—not just survive.

The Stakes Are Real

Our work has direct, real-world impact:

  • Jumping online after hours to support urgent government requests tracing ransomware payments.
  • Delivering actionable insights during terrorist financing investigations.
  • Collaborating across time zones in real time during a major global hack.
  • Building new processes in days, not weeks, to stop criminals before they cash out.
  • Analyzing blockchain data to recover stolen savings and dismantle trafficking networks.

Thrive as a Global Team 

As a remote-first company, TRM Labs is built for global collaboration.

  • We cultivate a strong remote culture through clear communication, thorough documentation, and meaningful relationships.
  • We invest in offsites, regional meetups, virtual coffee chats, and onboarding buddies to foster collaboration.
  • By prioritizing trust and belonging, we harness the strengths of a global team while staying aligned with our mission and values.

Join our mission!

We’re looking for team members who thrive in fast-paced, high-impact environments and love building from the ground up. TRM is remote-first, with an exceptionally talented global team. If you enjoy solving tough problems and seeing your work make a difference for billions of people, we want you here. Don’t worry if your experience doesn’t perfectly match a job description— we value passion, problem-solving, and unique career paths. If you’re excited about TRM’s mission, we want to hear from you.

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.

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