Account Director, Public Sector (DHS)

TRM Labs
United States
Workplace: RemoteFull timeFunction: Government & Public AdministrationExperience: 5+ yearsSkills: ["Communication","Negotiation","Stakeholder management","Executive presence","Problem solving"]

Account Director, Public Sector oversees TRM’s federal footprint with DHS and US national security accounts, owning a territory-led sales process from pipeline generation to close. The role demands executive-level engagement, deep understanding of federal procurement (GWACs, Alliant, IDIQs, FAR-based contracting), AI-enabled prospecting, and collaboration with Solutions Architects and policy teams to deliver mission-critical cyber intelligence solutions.

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FursaFursa
TRM Labs
TRM Labs
3 months ago

Account Director, Public Sector (DHS)

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Last checked: 5 hours agoStatus: Live

Job Summary

Account Director, Public Sector oversees TRM’s federal footprint with DHS and US national security accounts, owning a territory-led sales process from pipeline generation to close. The role demands executive-level engagement, deep understanding of federal procurement (GWACs, Alliant, IDIQs, FAR-based contracting), AI-enabled prospecting, and collaboration with Solutions Architects and policy teams to deliver mission-critical cyber intelligence solutions.
Location: United States
Workplace: Remote
Employment Type: Full time
Job Function: Government & Public Administration
Seniority: Director level

Key Responsibilities

  • •Own and grow TRM's footprint across DHS components and adjacent NatSec accounts; map territory and build pipeline coverage within defined timeframes
  • •Serve as the named US LE liaison and single point of contact between TRM and contracting officers/cyber investigators
  • •Run end-to-end federal sales cycles: discovery, evaluation, procurement, and close; navigate GWACs, BPAs, IDIQs, GSA Schedules, CIO-SP3, SEWP, Alliant 2
  • •Use AI as the default first move across workflow for prospecting, outbound, and reporting to improve efficiency
  • •Position TRM BI and AI products as mission-critical platforms and collaborate with Solutions Architects, Global Investigators, and Compliance teams into conversations

Key Requirements

  • •5+ years of Federal SaaS sales with consistent net new ARR attainment in DHS components or equivalent federal cyber-focused buyers
  • •Demonstrated ability to navigate federal procurement vehicles (GWACs, BPAs, IDIQs, GSA Schedules, CIO-SP3, SEWP, Alliant 2, FAR-based contracting)
  • •Existing relationships with DHS, CISA, USSS, HSI/ICE, CBP mission sets strongly preferred
  • •Active US Government Security Clearance strongly preferred (Secret minimum; TS/TS-SCI a plus)
  • •Proven track record of self-generated pipeline; territory ownership and end-to-end sales ownership
Experience:5+ yearsFederalPublic sectorCybersecurityGovernment
Skills:CommunicationNegotiationStakeholder managementExecutive presenceProblem solving
Languages:English
Tech Stack:SalesforceBoostUpAI toolsClaudeChatGPTProspecting tools

Eligibility

Security Clearance:SecretTS/SCI

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
WebsiteLinkedIn