Director, Vendor Strategy & Negotiation at TRM Labs

United States

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Not SpecifiedCompensation

Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Blockchain, FinTech, CryptocurrencyIndustries

Requirements

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: spotting leverage points, understanding trade-offs, and designing creative deal structures beyond unit price
Excitement to lead procurement and vendor strategy at a high-growth technology company, starting in a strategic, hands-on role with potential to build a scaled function
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 communication skills (inferred from context of executive-level influence and stakeholder partnership)

Responsibilities

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, non-price concessions) to balance efficiency with agility
Partner with IT, Security, Legal, and other stakeholders to balance commercial goals with security, compliance, risk management, and operational excellence
Build playbooks that codify best practices for consistent 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 vendor management evolution at TRM, including potential to build a scaled function

Skills

Vendor Management

Negotiation

Contract Negotiation

Strategic Sourcing

Procurement Strategy

Spend Optimization

SaaS Management

Cloud Infrastructure

Vendor Strategy

Commercial Strategy

TRM Labs

Blockchain intelligence for financial crime detection

About TRM Labs

TRM Labs focuses on blockchain intelligence to assist financial institutions, cryptocurrency businesses, and government agencies in identifying and investigating financial crimes and fraud related to cryptocurrencies. The company utilizes advanced data engineering, data science, and threat intelligence to provide tools and insights that help clients combat illicit activities in the crypto sector. TRM Labs serves a wide range of clients, including banks and regulatory bodies, and generates revenue through subscription-based services and customized solutions. Its goal is to enhance the security and integrity of the global financial system by offering comprehensive blockchain analytics and investigative capabilities.

San Francisco, CaliforniaHeadquarters

2018Year Founded

$146MTotal Funding

SERIES_BCompany Stage

Data & Analytics, FintechIndustries

201-500Employees

Benefits

Remote Work Options

Annual Company Offsite

Professional Development Budget

Risks

Increased scrutiny in the UK could affect operations and partnerships in the region.

Collaboration with Tether and TRON may expose TRM Labs to reputational risks.

Cyberattack vulnerabilities in crypto exchanges could impact TRM Labs' clients.

Differentiation

TRM Labs specializes in blockchain intelligence for financial crime detection and investigation.

The company collaborates with major firms like PayPal, Visa, and government agencies.

TRM Labs offers subscription-based services and customized solutions for diverse client needs.

Upsides

Partnership with Four Inc. could increase government contracts in U.S. public sector.

Success in freezing $100 million in assets highlights effectiveness in public-private partnerships.

Collaboration with DeFi platforms like 1inch enhances influence in decentralized finance.

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