TRM Labs

1 day ago

Account Director - National Security

✓ Verified Job

Canonical indexed version, validated from employer's careers page.

Source: Company careers pageValidated by: Fursa AI

Last checked: 14 hours agoStatus: Live

Job Summary

Own a single, high-stakes intelligence community account for TRM’s US National Security team, building trusted relationships and driving the full commercial lifecycle. Lead renewals and expansions, seed net-new pipeline by identifying mission-aligned use cases, and maintain a 12-month account plan with 3x quota coverage. Partner with Solutions Architecture for demos and POCs, navigate complex procurement vehicles, and serve as the internal voice shaping TRM’s NatSec capabilities.

Location: Washington DC

Workplace: Remote

Employment Type: Full time

Job Function: Executive & General Management

Seniority: Director level

Key Responsibilities

•Own the complete account relationship by mapping stakeholders, identifying mission priorities, and positioning the blockchain intelligence platform as essential infrastructure.
•Lead commercial activity including renewals, expansions into new programs, and creation of net-new pipeline by finding mission-aligned use cases.
•Develop and maintain a 12-month rolling account plan mapping pipeline to named programs, budget cycles, and contract vehicles while maintaining 3x quota coverage.
•Partner with Solutions Architecture to lead technical demonstrations and proof-of-concept engagements, translating operational requirements into proposals.
•Navigate procurement by identifying contract vehicles and working with Legal and Deal Desk to structure compliant deals while building pipeline ahead of budget availability.

Key Requirements

•Active TS/SCI with Full-Scope Polygraph (FSP Poly) required on Day 1.
•US Citizenship required; dual citizens are not eligible.
•8+ years of enterprise SaaS/software sales into intelligence community or DoD agencies, or 4+ years with deep domain knowledge in the customers’ mission environment.
•Pre-existing named relationships at the Maryland account or immediate peer network.
•Track record closing six and seven-figure deals in classified government procurement, including experience with IDIQs, OTAs, GWACs, and budget cycles.

Experience:8+ yearsEnterprise SaaSSoftware salesIntelligence communityDoD agenciesClassified government procurement

Skills:Consultative skillsActive listeningCommunicationAutonomyMission alignment

Tech Stack:AIBlockchain intelligence platformSaaSBlockchain intelligence

Eligibility

Nationality:US National

Security Clearance:TS/SCIFull-Scope Polygraph (FSP Poly)

Company Brief

TRM Labs

Provides blockchain intelligence and crypto risk management solutions to help financial institutions, governments, and crypto firms detect fraud, trace illicit activity, and comply with regulatory requirements across digital asset ecosystems.

Industry: RegTech

Company Size: Large (251 to 1,000 employees)

Growth: Growth Stage Startup

Headquarters: San Francisco, United States

Founded: 2018

Website LinkedIn

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TRM Labs

1 day ago

Account Director - National Security

✓ Verified Job

Canonical indexed version, validated from employer's careers page.

Source: Company careers pageValidated by: Fursa AI

Last checked: 14 hours agoStatus: Live

Job Summary

Location: Washington DC

Workplace: Remote

Employment Type: Full time

Job Function: Executive & General Management

Seniority: Director level

Key Responsibilities

•Own the complete account relationship by mapping stakeholders, identifying mission priorities, and positioning the blockchain intelligence platform as essential infrastructure.
•Lead commercial activity including renewals, expansions into new programs, and creation of net-new pipeline by finding mission-aligned use cases.
•Develop and maintain a 12-month rolling account plan mapping pipeline to named programs, budget cycles, and contract vehicles while maintaining 3x quota coverage.
•Partner with Solutions Architecture to lead technical demonstrations and proof-of-concept engagements, translating operational requirements into proposals.
•Navigate procurement by identifying contract vehicles and working with Legal and Deal Desk to structure compliant deals while building pipeline ahead of budget availability.

Key Requirements

•Active TS/SCI with Full-Scope Polygraph (FSP Poly) required on Day 1.
•US Citizenship required; dual citizens are not eligible.
•8+ years of enterprise SaaS/software sales into intelligence community or DoD agencies, or 4+ years with deep domain knowledge in the customers’ mission environment.
•Pre-existing named relationships at the Maryland account or immediate peer network.
•Track record closing six and seven-figure deals in classified government procurement, including experience with IDIQs, OTAs, GWACs, and budget cycles.

Experience:8+ yearsEnterprise SaaSSoftware salesIntelligence communityDoD agenciesClassified government procurement

Skills:Consultative skillsActive listeningCommunicationAutonomyMission alignment

Tech Stack:AIBlockchain intelligence platformSaaSBlockchain intelligence

Eligibility

Nationality:US National

Security Clearance:TS/SCIFull-Scope Polygraph (FSP Poly)

Company Brief

TRM Labs

Industry: RegTech

Company Size: Large (251 to 1,000 employees)

Growth: Growth Stage Startup

Headquarters: San Francisco, United States

Founded: 2018

Website LinkedIn