Account Director, National Security

BUILD A SAFER WORLD.

TRM Labs provides AI-powered intelligence solutions that help public and private sector agencies investigate and disrupt crime. TRM's platforms enable investigators to trace illicit activity, build cases, and construct operating pictures of threat networks. Leading agencies and businesses worldwide rely on TRM to make the world safer and more secure.

TRM Labs is the intelligence platform for public safety and national security. Our AI-powered platform helps agencies trace illicit activity, map threat networks, and build cases-enabling investigators to disrupt the world’s most serious crimes at machine speed.

Our technology has supported efforts to disrupt fentanyl trafficking, trace terrorist financing, dismantle malware infrastructure alongside the FBI, and follow funds tied to one of the largest crypto seizures on record.

This is a dedicated, single-account role on TRM’s US National Security team, owning one of our most strategic Intelligence Community relationships. You’ll build TRM’s presence from the ground up, turning established relationships and deep mission expertise into a multi-year, multi-program partnership. You’ll own the account end to end, work directly with TRM’s founders and product leadership, and help shape mission-critical technology for national security customers.

This role requires US citizenship, an active TS/SCI with Full-Scope Polygraph on Day 1, and experience in this customer’s mission environment.

WHY YOU’LL LOVE THIS ROLE

• Own a flagship account & BUILD at the highest level. Not one of twenty reps chasing the same logos. You’re the primary seller for this account, shaping TRM’s footprint program by program.

• Mission that’s viscerally real - Your work supports the people protecting national security every day.

• Startup speed and founder access - Direct visibility with TRM’s leadership and product teams, and a real hand in the roadmap.

• A career-defining ownership role with a path to leadership as the portfolio grows.

• Competitive compensation and meaningful equity at a high-growth company.

The impact you will have:

• Own the entire account relationship and mapping stakeholders from operational analysts through program leadership, understanding mission priorities, and positioning TRM as essential infrastructure for their workflows.

• Lead all commercial activity: renewals, expansions into new programs, and net-new pipeline built around use cases where TRM meaningfully supports the mission.

• Develop and maintain a 12-month rolling account plan, mapping pipeline to named programs, budget cycles, and contract vehicles - always maintaining 3x quota coverage.

• Partner with Solutions Architecture on technical demonstrations and proof-of-concept engagements, translating operational requirements into compelling proposals.

• Serve as the internal voice of the customer - bringing mission feedback to Product, Intel Products, and Compliance Advisory to shape TRM’s national security capabilities.

• Navigate a complex procurement landscape - identifying contract vehicles, partnering with Legal and Deal Desk to structure compliant deals, and building pipeline well ahead of budget cycles.

• Develop a roster of internal champions who advocate for TRM’s expansion across new programs and mission sets.

What we're looking for:

• Active TS/SCI with Full-Scope Polygraph (FSP Poly) — required on Day 1; no exceptions. This position requires US Citizenship; candidates with dual citizenship are not eligible.

• 8+ years of enterprise SaaS/software sales into intelligence community or DoD agencies, OR 4+ years with deep demonstrated domain knowledge specific to the customers' mission environment

• Pre-existing named relationships at the Maryland account or within its immediate peer network — you are known and trusted in this community

• Demonstrated track record of closing six and seven-figure deals in classified government procurement environments, including experience with IDIQs, OTAs, GWACs, and government budget cycles

• Farmer mentality: you find fulfillment in deepening long-term customer relationships, obsessing over mission alignment, and building the trust that leads to multi-year, multi-program partnerships

• Strong consultative skills — you ask great discovery questions, listen actively, and build compelling narratives that tie TRM's capabilities to the customer's specific mission outcomes

• Autonomous and owner-minded: you write your own proposals, build your own briefings, and do not rely on leadership to close deals

• Excellent communication in both classified and unclassified settings: you can present complex blockchain intelligence concepts clearly to non-technical mission owners and to senior executives alike

About the Team:

• TRM's National Security team operates with Focus, Accountability, Consistency, and Execution (F.A.C.E) — the same values we sell our customers on, we live internally

• The team is highly collaborative: NatSec ADs share competitive intelligence, procurement learnings, and customer insights freely to strengthen everyone's accounts

• Communication is Slack-first; @mentions are used liberally and responsiveness is expected during core EST business hours

• Weekly 1:1s, bi-weekly team syncs, and monthly Pod meetings with the broader support organization (SA, Legal, Compliance Advisory, Intel Products)

• The team predominantly operates in EST, with some PST overlap; most members are customer-facing from ~8 AM to 5 PM, with flexibility needed around customer mission rhythms and classified site requirements

Team Operating Rhythms:

• Weekly 1:1 with hiring manager

• Bi-weekly NatSec team sync

• Weekly pipeline and deal review

• Monthly forecast calls with NatSec leadership

• Quarterly business reviews with strategic accounts

Learn about TRM Speed in this position:

• Day-1 Relationship Leverage: You will use pre-existing personal relationships to book meetings with key program decision-makers within your first two weeks — not month two — giving TRM an immediate commercial advantage that no competitor without your network can match

• Mission-Driven Pipeline Seeding: Within 60 days, you will identify at least one new TRM use case specific to the customers mission set and convert it into a qualified pipeline opportunity — turning your domain knowledge into direct ARR before you've completed full product ramp

• Account Plan Precision: Within 30 days, you will deliver an account plan that maps every known program, stakeholder, and contract vehicle to a 12-month pipeline forecast — giving TRM leadership and Deal Desk the visibility needed to resource the account correctly from the start

APPLICATION INSTRUCTIONS

If you’re interested in joining TRM, we encourage you to apply directly. Every application is reviewed by our Talent team.

Before applying, review the job description carefully and highlight the experience and impact that best demonstrate the required qualifications. Please also provide thoughtful and accurate answers to the application questions, as these will be used to evaluate your qualifications for the role.

If you send your resume directly to someone at TRM, we can’t guarantee it will reach the appropriate hiring team. Applying directly is the best way to ensure you’re considered.

WHAT TO EXPECT FROM OUR INTERVIEW PROCESS

Our process is designed to understand how you think, solve problems, and deliver impact, while giving you the opportunity to evaluate TRM. Most interview processes include a case study, AI skills assessment, and Leadership Principles interview.

• Recruiter Intro: Explore your experience, motivations, and alignment with the role.

• Hiring Manager: Dive deeper into your relevant experience, skills, and impact.

• First Round: Typically 1–2 interviews focused on the skills most critical to the role.

• Final Round: Typically 3–5 interviews to go deeper on your craft, problem-solving, and alignment with TRM.

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