Account Director, National Security
TRM Labs · Remote · Washington DC ·
COMPENSATION
€•• – ••k
Listed on the employer's job board (Ashby)
- Fully remote (US)
- TS/SCI + Poly required
- US Citizenship only
- Enterprise SaaS sales
- National Security focus
You will serve as the primary seller for a flagship national security account, leveraging deep mission expertise to expand TRM’s footprint. Working directly with founders and product leadership, you will translate operational requirements into multi-year partnerships that support critical investigations.
What you'll do
- Own end-to-end account relationship and stakeholder mapping
- Lead commercial activities including renewals and expansions
- Develop 12-month rolling account plans with pipeline coverage
- Partner with Solutions Architecture on technical demonstrations
- Navigate complex procurement landscapes and contract vehicles
- Serve as internal voice of customer to Product and Compliance teams
What you'll need
- Active TS/SCI with Full-Scope Polygraph on Day 1
- US Citizenship required; dual citizenship not eligible
- 8+ years enterprise SaaS sales to IC or DoD agencies
- Pre-existing relationships at the Maryland account
- Track record closing six and seven-figure government deals
- Experience with IDIQs, OTAs, GWACs, and budget cycles
- Ability to explain blockchain intelligence to non-technical users
Stack
- Slack
- AI tools
How you'll work
- Distributed-first company with US hubs
- Core business hours in Eastern Standard Time
- Some overlap with Pacific Standard Time required
- Flexibility needed for classified site requirements
- Slack-first communication culture
What you get
- Competitive compensation package
- Meaningful equity in high-growth company
- Direct access to founders and product leadership
- Collaborative team sharing competitive intelligence
Hiring process
- Recruiter introductory call
- Hiring Manager deep dive interview
- First round focused on critical skills
- Final round with hands-on case study panel
- Reference checks with former colleagues
- Offer presentation and onboarding