Account Director, Pathfinder (National Security)
TRM Labs · Remote · United States ·
COMPENSATION
€•• – ••k
Listed on the employer's job board (Ashby)
- Fully remote (distributed-first)
- US National Security focus
- Enterprise SaaS sales
- New product launch experience
- AI fluency required
Join the Public Sector Business Development team to bring new AI-powered intelligence products to market. You will work with existing enterprise accounts to uncover high-value opportunities, driving expansion revenue for defense and national security agencies.
This position requires close collaboration with the founder, CRO, and product teams to iterate on positioning and strategy. You will lead the full sales cycle from stakeholder mapping to deal closure while maintaining strong relationships through renewals and advisory sessions.
What you'll do
- Lead expansion sales motions from discovery to closure
- Uncover high-value opportunities within existing accounts
- Collaborate with product teams to refine messaging and positioning
- Maintain embedded presence in key accounts for renewals
- Translate technical data product value to customers
- Return prospect communications within 24 hours
What you'll need
- 8+ years in enterprise SaaS sales
- Experience selling to US National Security or Defense agencies
- Track record launching early-stage products to market
- Strong comfort with technical concepts and data products
- Exceptional executive presence and listening skills
- Ability to navigate ambiguity and shape GTM playbooks
- Applied AI fluency to accelerate workflows
Stack
- AI tools
- Data intelligence platforms
How you'll work
- Distributed-first company with global hubs
- Work according to local territory business hours
- Asynchronous collaboration across time zones
- Occasional planned meetings outside local hours
- High-velocity environment with rapid priority changes
Hiring process
- Recruiter intro call
- Hiring manager deep dive
- First round skills interviews
- Final round hands-on case study
- Reference checks
- Offer presentation