Account Director - National Security

TRM Labs•Washington DC, DC

1d•Remote

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

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

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

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.
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
Meaningful problems, motivated by ambitious goals, and energized by working alongside mission-driven colleagues
TRM is a Series C company with $220M in total funding, backed by Blockchain Capital, 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.