Account Director, Public Sector (DHS)

TRM Labs

8d•Remote

About The Position

TRM Labs is seeking an Account Director, Public Sector to lead and expand TRM's presence within the Department of Homeland Security (DHS) and related US National Security and Partner accounts. The primary focus will be on growing TRM's engagement with US Federal Law Enforcement cyber missions. This role requires a self-sufficient federal seller capable of independently developing pipeline, understanding FAR-based procurement processes, and acting as a credible liaison for US Law Enforcement.

Requirements

5+ years of Federal SaaS sales with consistent net new ARR attainment in DHS components, US LE / NatSec agencies, or similar federal cyber-focused buyers.
Demonstrated ability to navigate federal procurement vehicles: GWACs, BPAs, IDIQs, GSA Schedules, CIO-SP3, SEWP, Alliant 2, and FAR-based contracting.
Proven track record of self-generated pipeline. This is a territory-ownership role, not a lead-harvesting role.
Strong executive presence; comfortable at SES level and above.
Excellent consultative selling skills, listening first, proposing second, always tying back to agency mission.
Demonstrated AI fluency. Comfortable using AI tools daily across prospecting, account research, outbound, RFP, and reporting.
Proficient in Salesforce, BoostUp, and modern AI-powered prospecting tools.

Nice To Haves

Existing relationships with DHS, CISA, USSS, HSI / ICE, CBP mission set strongly preferred.
Active US Government Security Clearance strongly preferred (Secret minimum; TS / TS-SCI a plus).
Crypto, blockchain, AML, Digital Forensics/Incident Response or financial-crime domain experience strongly preferred.

Responsibilities

Serve as the named US LE liaison and the trusted single point of contact between TRM and contracting officers and cyber investigators.
Own and build pipeline across DHS components (CISA, USSS, HSI / ICE, CBP) and adjacent NatSec accounts. Map the territory within 30 days and stand up 3x pipeline coverage within 90 days.
Run end-to-end federal sales cycles: discovery, technical evaluation, procurement, and close. Navigate GWACs, BPAs, IDIQs, GSA Schedules, CIO-SP3, SEWP, and Alliant 2 without hand-holding.
Use AI as the default first move across the workflow: Claude and ChatGPT for prospecting and outbound. Aim to free 4 to 10 hours a week of admin time and redirect it to customer engagement.
Position TRM BI and AI products as mission-critical platforms for cyber disruption, illicit finance investigations, and sanctions enforcement. Bring Solutions Architects, Global Investigators, Compliance Advisory, and Policy colleagues into the right conversations at the right time.

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.
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.
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
Opportunity to grow and contribute
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.
Impact-Oriented Trailblazer: We put customers first and move with speed, focus, and adaptability. We treat every plan like an experiment – test, ship, measure, and iterate quickly.
Master Craftsperson: We care deeply about our craft. We balance speed with high standards, own outcomes end‑to‑end, and invest in getting better everyday.
Inspiring Colleague: We add clarity and energy, not noise. We bring humility, candor, and a one‑team mindset — giving and receiving feedback to make the team stronger.
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.