Sales Account Director - US National Security

TRM Labs is a blockchain intelligence company committed to fighting crime and creating a safer world. By leveraging blockchain data, threat intelligence, and advanced analytics, our products empower governments, financial institutions, and crypto businesses to combat illicit activity and global security threats. At TRM, you'll join a mission-driven, fast-paced team made up of experts in law enforcement, data science, engineering, and financial intelligence, tackling complex global challenges daily. Whether analyzing blockchain data, developing cutting-edge tools, or collaborating with global organizations, you'll have the opportunity to make a meaningful and lasting impact.

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 Labs

Leadership Principles

Our Leadership Principles shape everything we do—how we make decisions, collaborate, and operate day to day.

• 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.
  
  

Accelerate your Career

At TRM, you’ll do work that matters—disrupting terrorist networks, recovering stolen funds, and protecting people around the world. You will:

• Work alongside top experts and learn every day.
• Embrace a growth mindset with development opportunities tailored to your role.
• Take on high-impact challenges in a fast-paced, collaborative environment.
• Thrive in a culture of coaching, where feedback is fast, direct, and built to help you level up.
  
  

What To Expect At TRM

TRM moves fast—really fast. We know a lot of startups say that, but we mean it. We operate with urgency, ownership, and high standards. As a result, you’ll be joining a team that’s highly engaged, mission-driven, and constantly evolving.

To support this intensity, we’re also intentional about rest and recharge. We offer generous benefits, including PTO, Holidays, and Parental Leave for full time employees.

That said, TRM may not be the right fit for everyone. If you're optimizing for work life balance, we encourage you to:

• Ask your interviewers how they personally approach balance within their teams, and
• Reflect on whether this is the right season in your life to join a high-velocity environment.
• Be honest with yourself about what energizes you—and what drains you
  
  

We’re upfront about this because we want every new team member to thrive—not just survive.

The Stakes Are Real

Our work has direct, real-world impact:

• Jumping online after hours to support urgent government requests tracing ransomware payments.
• Delivering actionable insights during terrorist financing investigations.
• Collaborating across time zones in real time during a major global hack.
• Building new processes in days, not weeks, to stop criminals before they cash out.
• Analyzing blockchain data to recover stolen savings and dismantle trafficking networks.
  
  

Thrive as a Global Team

As a remote-first company, TRM Labs is built for global collaboration.

• We cultivate a strong remote culture through clear communication, thorough documentation, and meaningful relationships.
• We invest in offsites, regional meetups, virtual coffee chats, and onboarding buddies to foster collaboration.
• By prioritizing trust and belonging, we harness the strengths of a global team while staying aligned with our mission and values.
  
  

Join our mission!

We’re looking for team members who thrive in fast-paced, high-impact environments and love building from the ground up. TRM is remote-first, with an exceptionally talented global team. If you enjoy solving tough problems and seeing your work make a difference for billions of people, we want you here. Don’t worry if your experience doesn’t perfectly match a job description— we value passion, problem-solving, and unique career paths. If you’re excited about TRM’s mission, we want to hear from you.

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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