Strategic Account Director, Pathfinder (National Security)
About The Position
TRM Labs is seeking a Global Strategic Account Director to bring new AI-powered intelligence solutions to market by expanding and deepening their presence within existing enterprise accounts. This role is ideal for an individual passionate about the intersection of strategy, execution, and customer focus, particularly in helping defense and national security agencies achieve new outcomes with TRM's intelligence platform. The position involves close collaboration with TRM's founder, CRO, product, and go-to-market teams to refine messaging, gather market insights, and influence new product development for key customer relationships.
Requirements
- Previous experience as a pathfinder, scaling a new product from $Xmm to $XXmm.
- Understanding of how to listen to the market, bring insights back to the company for rapid product evolution, and iterate quickly on messaging.
- 8+ years in enterprise SaaS sales, preferably selling data, compliance, fraud, or AI products into US National Security and Defense agencies.
- Experience working within existing customer relationships to launch new product lines and drive expansion revenue.
- A track record of success launching early-stage or newly released products into the market.
- Strong comfort with technical concepts and data products, with the ability to translate their value to customers.
- Exceptional executive presence, curiosity, listening skills, and comfort navigating ambiguity.
- A builder's mindset, with enjoyment in shaping the GTM playbook.
- AI fluency: applying AI to accelerate workflows, structure problems, improve output quality, and increase speed and leverage.
Responsibilities
- Bring new data products to market by working within existing accounts to uncover and activate high-value opportunities.
- Partner closely with account owners and cross-functional teams to collaborate on existing relationships, helping customers discover new use cases and expand value.
- Lead the entire expansion sales motion, including stakeholder mapping, needs discovery, solution development, and deal closure.
- Collaborate with the founder and product teams to iterate on messaging, refine positioning, and surface feedback that informs roadmap and strategy.
- Stay embedded in key accounts through renewals, workshops, advisory sessions, and expansion opportunities.
Benefits
- Commission
- Eligibility to participate in TRM’s equity plan.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
