Account Director - National Security

TRM Labs • Washington, DC

3d • Onsite

About The Position

The Account Director for a Maryland customer is a dedicated, single-customer strategic sales role embedded within TRM's US National Security team. This person will own TRM's most sensitive and high-stakes intelligence community account — building the trusted relationships, mission alignment, and commercial pipeline needed to make TRM the indispensable blockchain intelligence platform. This role requires an active TS/SCI w FSP Poly clearance on Day 1 and deep prior experience in the customer environment.

Requirements

• Active TS/SCI with Full-Scope Polygraph (FSP Poly) — required on Day 1; no exceptions. This position requires US Citizenship; 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 customers' 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
• 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 — you ask great discovery questions, listen actively, and build compelling narratives that tie TRM's capabilities to the customer's specific mission outcomes
• Autonomous and owner-minded: 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 to senior executives alike

Responsibilities

• Own the complete the account relationship — mapping stakeholders from operational analysts through program leadership, identifying mission priorities, and positioning TRM's blockchain intelligence platform as essential infrastructure for their workflows
• Lead all commercial activity: managing renewals, driving expansions into new programs, and creating net-new pipeline by identifying use cases where TRM's data and tooling can meaningfully support the mission
• Develop and maintain a 12-month rolling account plan, mapping pipeline to named programs, budget cycles, and contract vehicles — always maintaining 3x quota coverage
• Partner with TRM's Solutions Architecture team to lead technical demonstrations and proof-of-concept engagements, translating operational requirements into compelling TRM proposals
• Serve as the internal voice for TRM — bringing mission feedback to Product, Intel Products, and Compliance Advisory to directly shape TRM's NatSec capabilities
• Navigate complex procurement landscape: identifying available contract vehicles, working with TRM Legal and Deal Desk to structure compliant deals, and building pipeline far ahead of budget availability
• Develop a roster of internal champions who will advocate for TRM's expansion across new programs and mission sets within the account

What This Job Offers

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