Sales Account Director - US National Security

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 Sales Account Director for US National Security will join a team driving TRM’s crypto go-to-market strategy in the US Public Sector market. Their goal will be to increase and strengthen our foothold in the space. We're looking for a customer-obsessed, consultative salesperson to own the entire sales process with new and existing customers. This person will be knowledgeable about the cryptocurrency ecosystem and feel comfortable navigating complex US Public Sector processes to close six- and seven-figure deals.

Responsibilities:

• Account mapping - Connect with all the current key stakeholders within an account and identify what matters to them, what are their potential use cases, who holds budgets, who makes decisions, who influences decisions, who owns which process

• Prospecting - Discover new stakeholders across an account and identify what matters to them, what are their potential use cases, who holds budgets, who makes decisions, who influences decisions, who owns which process

• Nurturing - Own, plan, execute, and/or quarterback activities to nurture client relationships, feedback loops, referrals, renewals, upsells, cross-sells, expansions

• Account planning - Create and execute strategic plans for every account to not only ensure company goals are met across key revenue and churn metrics, but also new growth opportunities are discovered and pursued

• Product & subject matter expertise - Hone TRM product & customer vertical subject matter expertise to enrich every stage of the sales process from demonstrations to trial to customer advisory sessions to innovation workshops

• Customer advocacy - Pro-actively gather and prioritize customer feedback and champion it within TRM

• Loyalty - Develop a roster of happy customers that will refer new prospects, champion TRM, and provide crucial feedback

Preferred Qualifications:

• 5+ years of B2G SaaS sales experience with a demonstrated ability to consistently deliver against net new sales targets.

• Strong customer-facing presentation/listening skills with the aptitude to establish credibility with senior financial and compliance executives.

• Natural storyteller with the capacity to understand customer needs and convey compelling value propositions.

• Exceptional communication and problem-solving skills.

• Strong knowledge of cryptocurrencies, digital assets, and/or blockchains.

• Familiarity with regulatory initiatives and changes related to cryptocurrency; understanding of Anti-Money Laundering (AML) and Know Your Customer (KYC) regulatory frameworks.

• Previous experience working in a fast-paced, growing startup environment.

• Experience selling into US National Security and Public Sector organizations.

• TS/SCI with Full Scope Polygraph clearance required.

• 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 $293,334 - $376,666.

• Additionally, this role may be eligible to participate in TRM’s equity plan.

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.

Recruitment agencies

TRM Labs does not accept unsolicited agency resumes. Please do not forward resumes to TRM employees. TRM Labs is not responsible for any fees related to unsolicited resumes and will not pay fees to any third-party agency or company without a signed agreement.

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