Account Director, Pathfinder (National Security)

TRM Labs
United States
Workplace: RemoteFull timeUSD 141,667 - 158,333 annuallyFunction: Executive & General ManagementExperience: 8+ yearsSkills: ["Communication","Leadership","Problem-solving","Customer relationship management"]

Strategic, data-driven sales leader responsible for expanding TRM’s data products within existing enterprise accounts, with a focus on US National Security and Defense agencies. Drive end-to-end expansion sales, collaborate with product and GTM teams, and translate complex data concepts into customer value while navigating ambiguity and building strong executive relationships.

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FursaFursa
TRM Labs
TRM Labs
2 months ago

Account Director, Pathfinder (National Security)

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Last checked: 11 hours agoStatus: Live

Job Summary

Strategic, data-driven sales leader responsible for expanding TRM’s data products within existing enterprise accounts, with a focus on US National Security and Defense agencies. Drive end-to-end expansion sales, collaborate with product and GTM teams, and translate complex data concepts into customer value while navigating ambiguity and building strong executive relationships.
Location: United States
Workplace: Remote
Employment Type: Full time
Job Function: Executive & General Management
Seniority: Sr. Manager level

Key Responsibilities

  • •Bring new data products to market by working within existing accounts to uncover and activate high-value opportunities.
  • •Partner closely with account owners and cross-functional teams to collaborate on relationships already in place, helping customers discover new use cases and expand value.
  • •Lead the entire expansion sales motion—from stakeholder mapping and needs discovery to solution development and deal closure.
  • •Collaborate with our founder and product teams to iterate on messaging, refine positioning, and surface feedback that informs roadmap and strategy.
  • •Stay embedded in key accounts through renewals, workshops, advisory sessions, and expansion opportunities

Pay and Benefits

Salary: USD 141,667 - 158,333 annually
Equity and Bonus:Equity

Key Requirements

  • •8+ years in enterprise SaaS sales, ideally selling data, compliance, fraud, or AI products into US National Security and Defense agencies.
  • •Experience working within existing customer relationships to land new product lines and drive expansion revenue.
  • •A track record of success launching early-stage or newly released products into the market.
  • •Strong comfort with technical concepts and data products—you understand what they do (and don’t do) and can translate that value to customers.
  • •Exceptional executive presence, curiosity, listening skills, and comfort navigating ambiguity
Experience:8+ yearsNational securityDefenseEnterprise SaaSData products
Skills:CommunicationLeadershipProblem-solvingCustomer relationship management
Tech Stack:AIData products

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