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Regional Vice President - Federal Civilian Sales

United States

Build to Protect Civilization

TRM is a blockchain intelligence company that’s on a mission to build a safer financial system for billions of people. We’re a lean, high-impact team tackling some of the world’s most critical challenges, ranging from human trafficking and financial fraud to terrorist financing. We are builders who power governments, financial institutions, and crypto companies when the clock is running and the consequences are real. This is why every TRMer is a bet on our future and has the power to change our trajectory.

About the Position

The Regional Vice President (RVP) for Federal Civilian will lead TRM's go-to-market efforts across U.S. Federal Civilian agencies, owning both strategy and execution for a portfolio of high-value government customers. As an inspiring sales leader, you will build and manage a small but high-performing team of AEs, and personally lead executive-level engagements with senior agency stakeholders. This is a key leadership role for TRM’s Public Sector growth trajectory — driving both revenue and organizational scaling within the Federal Civilian market.

We’re looking for a player-coach who thrives in high-velocity, high-complexity environments, and brings deep expertise in enterprise SaaS sales to the federal space. The ideal candidate combines strategic planning, customer obsession, and operational rigor — with a proven ability to win the trust of government buyers and scale a sales territory from the ground up.

The impact you will have:

  • Define and drive the regional GTM strategy for Federal Civilian agencies across the U.S.
  • Personally manage top strategic accounts and own executive relationships that influence adoption, expansion, and mission alignment
  • Coach and develop a team of quota-carrying AEs to exceed pipeline, forecasting, and revenue targets
  • Build repeatable systems for pipeline generation, deal inspection, cross-functional collaboration, and agency expansion
  • Partner with Product and Customer Success to ensure alignment on agency mission needs, roadmap feedback, and renewal/expansion strategy
  • Track and improve KPIs across deal cycle velocity, win rates, forecast accuracy, and rep productivity
  • Deliver consistent execution and excellence across large-scale sales campaigns, executive briefings, and multi-agency negotiations
  • Maintain strong knowledge of the procurement, compliance, and regulatory environments shaping Federal Civilian agencies
  • Represent TRM at government forums, conferences, and agency executive briefings as a thought leader

What we’re looking for:

  • 10+ years of experience in enterprise SaaS sales, with 3+ years in sales leadership or player-coach roles
  • Proven track record managing large, complex sales cycles with C-level or senior agency stakeholders
  • Deep understanding of Federal Civilian procurement dynamics, data security, and compliance frameworks
  • Demonstrated ability to hire, coach, and develop AEs; ability to uplevel team performance with clarity and compassion
  • Familiarity with blockchain intelligence, fraud investigations, AML/KYC workflows, and digital asset ecosystems
  • Strong forecasting, planning, and territory management skills — highly analytical and detail-oriented
  • A consultative, mission-driven sales approach grounded in value creation and long-term partnerships
  • Comfortable operating in high-change environments; thrives with autonomy and ownership
  • Excellent verbal and written communication skills; ability to influence cross-functionally at all levels
  • Experience working with tools like Salesforce, Gong, Terret, Highspot, and Glean
  • 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 $363,334 - $470,000.
    • Additionally, this role may be eligible to participate in TRM’s equity plan.

About the Team:

  • Our GTM team is highly collaborative, sharing insights, blockers, and competitive intelligence in real-time. We prioritize impact and pace over hierarchy.
  • We use Slack for most communication, with regular @mentions and deal updates to stay aligned.
  • We hold weekly 1:1s, bi-weekly team calls, and monthly go-to-market syncs with Product, Marketing, and Customer Success.
  • Our team spans time zones but works primarily EST hours. We prioritize responsiveness, accountability, and ownership.
  • Our customers’ mission success is our North Star. We celebrate wins — but also learn from losses to continuously sharpen our execution.

Learn about TRM Speed in this position:

  • Pipeline Ownership: Build and maintain a rolling 3–4x pipeline coverage across yourself and your team; add at least $1M in qualified pipeline per quarter.
  • Sales Leadership: Develop, launch, and track 1–2 scalable sales campaigns per month to drive in-quarter and long-term opportunities.
  • Executive Execution: Lead executive-level briefings, account planning workshops, and joint strategic reviews for all Tier 1 customers in your region.

 

Life at TRM

We build to protect civilization. That promise shows up in how we work every day.

TRM runs fast. Really fast. We’re a high-velocity team that expects ownership, clarity, and follow-through. People who thrive here are inspired by hard problems, experimentation, direct feedback. If it takes months elsewhere, it often ships here in days. 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.

We coach directly, assume positive intent, and play for the front of the jersey.

Leadership Principles

  • 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.

Want to learn more about how we interview at TRM Labs? Check out more about our leadership principles and hiring process here.

What You’ll Do Here

This work has teeth. At TRM, your week might include:

  • 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

We look for people who want their work to matter, who build with speed and rigor, and who take pride in protecting others through their craft. If you’re excited by TRM’s mission but don’t check every box, apply anyway. We hire for slope, judgment, and the will to learn fast.

Build to protect civilization. Let’s do it together.

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