Account Director, Defense

TRM Labs

7d•$243,334 - $310,000

About The Position

The Sales Account Director for Defense will lead TRM's go-to-market with the military services and combatant commands within the US National Security team. The role builds trusted customer relationships, aligns TRM's blockchain intelligence platform and Ardence AI investigation platform to customer missions, and drives pipeline and ARR. The Account Director owns the assigned territory and the full sales process, from initial meetings through procurement and close, including new logos, expansions, and renewals. The role involves creating and maintaining territory and pipeline plans, navigating Defense procurement vehicles, translating customer mission needs into platform use cases, running demonstrations and pilots with Solutions Architecture, preparing proposals and briefs, and negotiating contracts and statements of work. The Account Director also brings mission feedback to Product, Intel, and Ardence teams and coordinates with the other Defense Account Director to present a coherent Defense approach. This position is part of a fast-moving, distributed-first company and a collaborative US National Security team. It requires active engagement with customers and colleagues, including timely communications, travel and work near customer sites as needed, and the ability to operate effectively in classified and unclassified settings. The position requires US citizenship and an active US Government security clearance of TS/SCI or above.

Requirements

US citizenship with no dual citizenship and an active US Government security clearance of TS/SCI or above.
Enterprise SaaS or technology sales experience selling into the Department of Defense, military services, and/or combatant commands.
Existing relationships with one or more military services or combatant commands, and credibility with senior military and civilian leaders.
Track record of closing six- and seven-figure deals through government procurement vehicles such as IDIQs, OTAs, and GWACs, and delivering against quota.
Consultative, mission-first selling skills, including strong discovery and the ability to connect TRM capabilities to customer outcomes.
Owner mindset: able to write proposals and briefs, generate leads, and open and close opportunities without depending on leadership.
Clear, structured communication in classified and unclassified settings, including communication with non-technical mission owners and senior leaders.
Daily use of AI for unclassified work such as account research, outreach drafting, and account plans, with good judgment about where AI is off limits.
Willingness to travel and work near customer sites as needed.

Nice To Haves

Familiarity with blockchain, digital assets, or illicit finance investigations.

Responsibilities

Own relationships and the end-to-end sales process across assigned Defense customers, including military services and combatant commands, covering new logos, expansions, and renewals against an ARR quota.
Build and maintain a 12-month territory plan, updated quarterly, mapping stakeholders from operators through program and mission leadership.
Generate, maintain, and report on a strategic opportunity pipeline with 3x quota coverage; apply MEDDPICC in Salesforce and forecast accurately in BoostUp.
Navigate Defense procurement, including IDIQs, OTAs, GWACs, BPAs, and GSA schedules, in partnership with Legal and Deal Desk; build pipeline 12 to 18 months ahead of budget availability.
Translate customer mission needs, including counter-illicit finance, sanctions evasion, and threat finance, into TRM use cases; run demos and pilots with Solutions Architecture.
Write client proposals and briefs and negotiate contracts and statements of work.
Bring customer mission feedback to the Product, Intel, and Ardence teams.
Coordinate with the other Defense Account Director so TRM presents one coherent Defense motion.