• Provide technical ownership of sales opportunities, including demonstrations, POV requirements capture and installations, troubleshooting, and knowledge transfer • Refine and research the technical requirements of the opportunity • Understand / Educate / Evangelize the concept of continuous real-time application security and the need for it • Act as a thought leader and an interface between the Sales organization and technical staff to resolve outstanding issues • Provide reporting and feedback on customer accounts and field activities to Sales, Product Management, and Engineering • Work closely with buyers in the process of integration of Contrast products • Ability to navigate an evaluation to success for both clients and Contrast • Understand the customer’s business drivers and how to map these to a Contrast solution • Develop technical materials for customers and other Sales Engineers • Document Sales Engineering processes • Set and manage expectations with senior stakeholders and team members and continuously maintain and develop technical knowledge

Role Description As a Solutions Architect at TRM Labs, you will deliver technical excellence and strategic guidance to customer accounts while contributing domain expertise to the broader Solutions Architecture team. In this role, you will own the technical pre-sales motion—leading solution design, proposing scalable business processes and architectures, demonstrating the TRM platform, and securing technical alignment to support successful deal outcomes. Your success will be measured by both the outcomes clients achieve with the platform and your leadership in scaling the Solutions Architect team. The impact you will have here: - Own and deliver end-to-end TRM solutions for customers, from translating complex requirements into architectures that blend data pipelines, APIs, automation, and AI-driven workflows, through configuration, integration, testing, and enablement. - Act as the go-to technical consultant during discovery calls with key clients and prospects, documenting intricate technical requirements and guiding solution design. - Build and demonstrate POCs and validate AI-enabled workflows through proofs of concept, integrating models, rules, APIs, and human review to automate and support complex investigative and operational processes. - Present TRM's APIs and architecture to clients, providing detailed guidance on implementation, timelines, and potential challenges, while ensuring alignment with their strategic goals. - Cultivate strong relationships with technical stakeholders at client organizations, providing expert-level support throughout the integration process and troubleshooting any issues that arise. - Stay current with TRM’s evolving product features and technical dependencies to ensure alignment between client needs and TRM's product roadmap, advocating for enhancements when necessary. Qualifications - Professional experience in pre-and post-sales roles, such as Senior Solutions Architect, Senior Sales Engineer, or Senior Customer Success Engineer. - Exceptional customer-facing skills with the ability to empathize with both technical and non-technical audiences, demonstrating how complex solutions can meet their business goals. - Proven experience collaborating with engineering and product teams to customize API-based SaaS products at scale, including implementation, testing, and launch. - Comfortable scripting in one or more languages to help build PoCs for customers or prototype APIs (e.g., Python, Javascript, Typescript). - Strong problem-solving skills with the ability to prioritize and manage multiple complex tasks independently while maintaining attention to detail. - High initiative and a proactive approach to identifying opportunities for improvement, both in technical solutions and team processes. - Previous experience in AI development, working with AI-assisted or data-driven systems, familiarity with modern workflow orchestration or automation patterns in SaaS platforms. Benefits - Timely Documentation: You will deliver integration documents within 1-2 days by prioritizing tasks, reusing existing content, and focusing strictly on the document's goal. - Immediate Contingency Solutions: You will resolve urgent client issues by quickly assessing the situation and providing immediate alternatives, like manually exporting critical data if a fix takes longer. Company Description 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 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.

• Act as a missionary for ZwitterCo’s unique technology: Meet and exceed top-line revenue goals while working to develop reference customers • Develop a robust sales pipeline by establishing new customer relationships through cold calls, lead handoff, inbound follow-up, and networking. • Master ZwitterCo’s inquiry-to-order processes and tools • Develop and deliver oral and written presentations to customers, industry players, and ZwitterCo business leaders as needed • Establish and grow relationships with clients’ key influencers and decision-makers • Respond urgently to customer requests and act as a valuable resource to resolve customer challenges • Establish and grow relationships with consultants, sales representatives, and other industry conduits that can drive sales opportunities • Work closely with Process, Commercial, and Field Engineering to transfer organizational market segments and demonstrate the performance of ZwitterCo’s products to industry stakeholders: Implement the market strategy within assigned segments; understand clients’ “pain points” and the value that ZwitterCo products deliver and provide market/competitive intelligence to the Commercial Enablement team • Articulate customer success requirements to the Applications Engineering team for product testing and applications studies to enable successful implementation of ZwitterCo’s technology • Manage and support sales administration, including: Negotiate sales contracts • Provide regular sales updates and forecasts • Actively support and serve as a resource for other sales team members • Maintain customer data in a CRM system • Perform all responsibilities in an ethical manner that represents ZwitterCo’s values and vision

• Projetar e implementar arquiteturas em nuvem utilizando Microsoft Azure; • Definir e aplicar boas práticas de segurança, governança e alta disponibilidade; • Desenvolver e manter Infraestrutura como Código (IaC) utilizando Terraform; • Atuar na criação e evolução de pipelines de CI/CD (Azure DevOps e/ou GitHub Actions); • Implementar e gerenciar ambientes containerizados com AKS e Kubernetes; • Definir padrões arquiteturais para integração de sistemas e dados; • Trabalhar com arquiteturas orientadas a eventos (event-driven); • Garantir integração eficiente entre serviços e sistemas corporativos; • Apoiar times técnicos e stakeholders na tomada de decisão; • Atuar na otimização de custos e performance dos ambientes em nuvem.