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Account Director - US National Security
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.
The Sales Account Director for US National Security will join a team driving TRM’s crypto go-to-market strategy in the US Public Sector market. Their goal will be to increase and strengthen our foothold in the space. We're looking for a customer-obsessed, consultative salesperson to own the entire sales process with new and existing customers. This person will be knowledgeable about the cryptocurrency ecosystem and feel comfortable navigating complex US Public Sector processes to close six- and seven-figure deals.
Responsibilities:
- Account mapping - Connect with all the current key stakeholders within an account and identify what matters to them, what are their potential use cases, who holds budgets, who makes decisions, who influences decisions, who owns which process
- Prospecting - Discover new stakeholders across an account and identify what matters to them, what are their potential use cases, who holds budgets, who makes decisions, who influences decisions, who owns which process
- Nurturing - Own, plan, execute, and/or quarterback activities to nurture client relationships, feedback loops, referrals, renewals, upsells, cross-sells, expansions
- Account planning - Create and execute strategic plans for every account to not only ensure company goals are met across key revenue and churn metrics, but also new growth opportunities are discovered and pursued
- Product & subject matter expertise - Hone TRM product & customer vertical subject matter expertise to enrich every stage of the sales process from demonstrations to trial to customer advisory sessions to innovation workshops
- Customer advocacy - Pro-actively gather and prioritize customer feedback and champion it within TRM
- Loyalty - Develop a roster of happy customers that will refer new prospects, champion TRM, and provide crucial feedback
Preferred Qualifications:
- 5+ years of B2G SaaS sales experience with a demonstrated ability to consistently deliver against net new sales targets.
- Strong customer-facing presentation/listening skills with the aptitude to establish credibility with senior financial and compliance executives.
- Natural storyteller with the capacity to understand customer needs and convey compelling value propositions.
- Exceptional communication and problem-solving skills.
- Strong knowledge of cryptocurrencies, digital assets, and/or blockchains.
- Familiarity with regulatory initiatives and changes related to cryptocurrency; understanding of Anti-Money Laundering (AML) and Know Your Customer (KYC) regulatory frameworks.
- Previous experience working in a fast-paced, growing startup environment.
- Experience selling into US National Security and Public Sector organizations.
- TS/SCI with Full Scope Polygraph clearance required.
- Individual pay is determined by skills, qualifications, experience, and location. The following represents the expected range of compensation for this role:
- The estimated on target earnings (base and variable commission) for this role is $293,334 - $376,666.
- Additionally, this role may be eligible to participate in TRM’s equity plan.
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.
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.
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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