Account Director, National Security

As an Account Director for National Security at TRM Labs, you own one of the company's most strategic Intelligence Community relationships. You build TRM's presence from the ground up, turning established relationships and deep mission expertise into a multi-year, multi-program partnership. You work directly with TRM's founders and product leadership to shape mission-critical technology for national security customers.

What you'll do

• Own the entire account relationship, mapping stakeholders from operational analysts through program leadership, understanding mission priorities, and positioning TRM as essential infrastructure for their workflows
• Lead all commercial activity: renewals, expansions into new programs, and net-new pipeline built around use cases where TRM meaningfully supports the mission
• Develop and maintain a 12-month rolling account plan, mapping pipeline to named programs, budget cycles, and contract vehicles while maintaining 3x quota coverage
• Partner with Solutions Architecture on technical demonstrations and proof-of-concept engagements, translating operational requirements into compelling proposals
• Serve as the internal voice of the customer, bringing mission feedback to Product, Intel Products, and Compliance Advisory to shape TRM's national security capabilities
• Navigate complex procurement landscapes by identifying contract vehicles, partnering with Legal and Deal Desk to structure compliant deals, and building pipeline well ahead of budget cycles
• Develop a roster of internal champions who advocate for TRM's expansion across new programs and mission sets

What you bring

• Active TS/SCI with Full-Scope Polygraph, required on Day 1; US citizenship is required (candidates with dual citizenship are not eligible)
• 8+ years of enterprise SaaS/software sales into Intelligence Community or DoD agencies, OR 4+ years with deep demonstrated domain knowledge specific to the customer's mission environment
• Pre-existing named relationships at the Maryland account or within its immediate peer network; you are known and trusted in this community
• Demonstrated track record of closing six and seven-figure deals in classified government procurement environments, including experience with IDIQs, OTAs, GWACs, and government budget cycles
• A farmer mentality: you find fulfillment in deepening long-term customer relationships, obsessing over mission alignment, and building the trust that leads to multi-year, multi-program partnerships
• Strong consultative skills with excellent discovery questioning, active listening, and the ability to build compelling narratives that tie TRM's capabilities to the customer's specific mission outcomes
• An autonomous, owner-minded approach: you write your own proposals, build your own briefings, and do not rely on leadership to close deals
• Excellent communication in both classified and unclassified settings; you can present complex blockchain intelligence concepts clearly to non-technical mission owners and senior executives
• AI fluency in how you structure problems, accelerate workflows, and improve output quality

What we offer

• Competitive compensation and meaningful equity at a high-growth company
• Direct visibility with TRM's leadership and product teams, and a real hand in the roadmap
• A career-defining ownership role with a path to leadership as the portfolio grows

About TRM Labs

TRM Labs is a Series C company with $220M in total funding, backed by Goldman Sachs, Bessemer, Y Combinator, Thoma Bravo, and others. TRM provides AI-powered intelligence solutions that help public and private sector agencies investigate and disrupt crime, trace illicit activity, and construct operating pictures of threat networks. Headquartered in San Francisco, TRM operates as a distributed-first company with hubs in Los Angeles, San Francisco, New York, Washington D.C., London, and Singapore.