Account Director, Cyber & Threat Intel

TRM Labs

1d • Remote

About The Position

TRM Labs provides AI-powered intelligence solutions that help public and private sector agencies investigate and disrupt crime. TRM's platforms enable investigators to trace illicit activity, build cases, and construct operating pictures of threat networks. Leading agencies and businesses worldwide rely on TRM to make the world safer and more secure. The Sales Account Director will join a team driving TRM’s go-to-market strategy in the US Private Sector market. This is a high-paced role, with a large volume of accounts that move quickly. The Account Director’s goal will be to expand and strengthen our foothold in the North American private sector 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 cybersecurity and threat intelligence, and feel comfortable navigating complex processes to close six and seven-figure deals.

Requirements

• At least 8+ years of experience selling SaaS products, or 4 years experience accompanied with expert customer domain and mission knowledge and a background in consulting
• Experience with threat intelligence and cybersecurity products, and their use in financial networks
• Strong knowledge of cybersecurity organizations as well as their workflows, procurement processes, and organizational structures
• Strong customer-facing presentation/listening skills with the ability to establish credibility with senior executives
• A knack for storytelling. You have the ability understand customer needs and build + convey compelling value propositions
• Ability to operate a large volume of accounts that develop quickly
• You find excitement or fulfillment through developing meaningful client relationships, identifying new use cases, obsessing over customer happiness, meeting new contacts within accounts, and closing deals
• Adaptable. Goals can change fast. You anticipate and react quickly
• Autonomous. You own what you work on. You move fast and get things done
• Excellent communication. You will need to communicate complex ideas effectively
• Collaborative. You must work collaboratively in a cross-functional team and with people at all levels in an organization

Nice To Haves

• AI fluency is a baseline expectation at TRM. We believe AI meaningfully changes how top performers operate. We expect every team member to use AI to accelerate and reimagine their craft, not just automate surface tasks. At TRM, AI fluency means you are among the top 10 percent of operators in your function in how you apply AI to: Accelerate repeatable workflows, Structure and solve problems, Improve output quality, Increase speed and leverage. You will be evaluated on applied AI fluency during the interview process.

Responsibilities

• Connect with current and net new key stakeholders within your territory and identify what matters to them, what are their potential mission applications, who holds budgets, who makes decisions, who influences decisions, who owns which process
• Spearhead the implementation of blockchain intelligence into customer workflows, driving towards intimate understanding of the customers' application of TRMs tooling and data to proactively find ways to improve the customers success.
• Own, plan, execute, and/or quarterback activities to nurture client relationships, feedback loops, referrals, renewals, upsells, cross-sells, expansions
• Create and execute strategic plans for your territory to not only ensure company goals are met across key revenue and churn metrics, but also new growth opportunities are discovered and pursued
• Hone TRM product and customer vertical subject matter expertise to enrich every stage of the sales process from demonstrations to trial to customer advisory sessions to innovation workshops
• Proactively gather and prioritize customer feedback and champion it within TRM
• Develop a roster of happy customers that will refer new prospects, champion TRM, and provide crucial feedback

Benefits

• TRM moves quickly. We are a high velocity, high ownership team that expects clarity, follow-through, and impact. People who thrive here are energized by hard problems, experimentation, and continuous feedback. If something takes months elsewhere, it will ship here in days.
• Our work sits at the intersection of AI, national security, and fighting crime. The problems are complex, the stakes are real, and the environment evolves quickly. The pace and intensity of the work reflect the importance of the mission. As a result, the way we operate requires a high level of ownership, adaptability, collaboration, and creative problem-solving.
• At TRM, you should expect: Priorities and targets to change quickly as we experiment and iterate, Work that often requires operating with a high degree of ambiguity, A high level of personal ownership and accountability, Close collaboration across teams and functions, Frequent, high-touch communication, Creative problem solving and out-of-the-box thinking, A pace that rewards urgency, adaptability, and outcomes
• This environment is energizing for people who enjoy building, solving hard problems, and making progress in situations that are not always fully defined. It also requires comfort navigating ambiguity, adjusting course as new information emerges, and maintaining focus and positivity in a fast-moving and intense environment.
• We also recognize that this style of operating is not for everyone. If you are primarily optimizing for predictability or a consistently balanced workload, we encourage you to use the interview process to pressure test whether this environment is truly the right fit. We want teammates who thrive here, not just survive here.
• At the same time, many people find this work deeply rewarding. If you are excited by meaningful problems, motivated by ambitious goals, and energized by working alongside mission-driven colleagues, there is a good chance you will find TRM to be an exceptional place to grow and contribute.
• TRM is a Series C company with $220M in total funding, backed by Goldman Sachs, Bessemer, Y Combinator, Thoma Bravo, and others. 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed