Strategic Account Director, Pathfinder (Private Sector)

TRM Labs•Washington DC, DC

1d•Remote

About The Position

TRM Labs provides AI-powered intelligence solutions that help public and private sector agencies investigate and disrupt crime. TRM's platforms enable investigators to trace illicit activity, build cases, and construct operating pictures of threat networks. Leading agencies and businesses worldwide rely on TRM to make the world safer and more secure. TRM Labs is looking for a Global Strategic Account Director to bring our newest data products to market by expanding our footprint across existing private sector accounts and landing net-new enterprise logos. This role is for someone who thrives at the intersection of strategy, execution, and customer obsession—someone who's passionate about helping enterprises realize entirely new outcomes with TRM's intelligence platform. You'll work directly with TRM's founder, product, and GTM teams to iterate messaging, learn from the field, and shape how new products drive impact within our most critical private sector customer relationships—and beyond them.

Requirements

You've been a pathfinder before—scaling >$2.5M in under 12 months for a new product.
You understand how to listen to the market, bring insights back quickly, and iterate on messaging in real time
8+ years in enterprise SaaS sales, with a strong track record selling into large private sector organisations across any vertical
Proven ability to both expand within existing customer relationships and open net-new accounts at the enterprise level; you're equally comfortable navigating renewal conversations and cold-starting new opportunities
Experience launching early-stage or newly released products into the market
Strong comfort with technical concepts and data products—you understand what they do (and don't do) and can translate that value clearly to business, compliance, or risk stakeholders
Exceptional executive presence, curiosity, listening skills, and comfort navigating ambiguity
A builder's mindset—you enjoy shaping the GTM playbook, not just executing one

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

Bring new data products to market by working within existing private sector accounts to uncover and activate high-value expansion opportunities, while simultaneously hunting for net-new enterprise logos
Own the full sales motion across both expansion and new business—from stakeholder mapping and needs discovery to solution development and deal closure
Partner closely with account owners and cross-functional teams to deepen relationships already in place, helping customers discover new use cases and expand value
Collaborate with our founder and product teams to iterate on messaging, refine positioning, and surface field feedback that informs roadmap and strategy
Stay embedded in key accounts through renewals, workshops, advisory sessions, and executive briefings—while building new relationships at greenfield accounts

Benefits

TRM’s equity plan
The Private Sector Business Development team is made of independent sales leaders who take ownership and initiative of their territory and responsibilities.
Because we’re a global team, each team member is a master of their own territory.
We work asynchronously to share intel, win strategies, and support one another when prospects cross time zones.
Knowing the impact that our work has on the future of TRM, we’re scrappy and find ways to get things done and overcome any challenges that come our way.
Each team member works according to typical business hours in their territory.
At times, it’s necessary for the team to meet together a few hours earlier or later than an individual’s local business hours, but those occasions are planned in advance.
Returning prospect and customer communications within 24 hours at most, typically faster.
Raising any customer concerns to the relevant internal teams promptly and ensuring
Responding to internal requests (asks re: customer, prospect, and market information that can range from small to large projects) as quickly as possible.
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
This environment is energizing for people who enjoy building, solving hard problems, and making progress in situations that are not always fully defined.
It also requires comfort navigating ambiguity, adjusting course as new information emerges, and maintaining focus and positivity in a fast-moving and intense environment.
If you are primarily optimizing for predictability or a consistently balanced workload, we encourage you to use the interview process to pressure test whether this environment is truly the right fit.
We want teammates who thrive here, not just survive here.
If you are excited by meaningful problems, motivated by ambitious goals, and energized by working alongside mission-driven colleagues, there is a good chance you will find TRM to be an exceptional place to grow and contribute.