TRM Labs · Washington, D.C.
Sales & BusinessGo-To-MarketRemoteFullTimeposted 7w ago
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.
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.
The impact you will have:
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
What we're looking for:
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
About the Team:
TRM's National Security team operates with Focus, Accountability, Consistency, and Execution (F.A.C.E) — the same values we sell our customers on, we live internally
The team is highly collaborative: NatSec ADs share competitive intelligence, procurement learnings, and customer insights freely to strengthen everyone's accounts
Communication is Slack-first; @mentions are used liberally and responsiveness is expected during core EST business hours
Weekly 1:1s with Kyle Helseth, bi-weekly team syncs, and monthly Pod meetings with the broader support organization (SA, Legal, Compliance Advisory, Intel Products)
The team predominantly operates in EST, with some PST overlap; most members are customer-facing from ~8 AM to 5 PM, with flexibility needed around customer mission rhythms and classified site requirements
Team Operating Rhythms:
Weekly 1:1 with hiring manager (Kyle Helseth)
Bi-weekly NatSec team sync
Weekly pipeline and deal review
Monthly forecast calls with NatSec leadership
Quarterly business reviews with strategic accounts
Learn about TRM Speed in this position:
Day-1 Relationship Leverage: You will use pre-existing personal relationships to book meetings with key program decision-makers within your first two weeks — not month two — giving TRM an immediate commercial advantage that no competitor without your network can match
Mission-Driven Pipeline Seeding: Within 60 days, you will identify at least one new TRM use case specific to the customers mission set and convert it into a qualified pipeline opportunity — turning your domain knowledge into direct ARR before you've completed full product ramp
Account Plan Precision: Within 30 days, you will deliver an account plan that maps every known program, stakeholder, and contract vehicle to a 12-month pipeline forecast — giving TRM leadership and Deal Desk the visibility needed to resource the account correctly from the start
If you’re interested in joining TRM, we encourage you to apply directly. Every application is reviewed by our Talent team.
Before applying, review the job description carefully and highlight the experience and impact that best demonstrate the required qualifications. Please also provide thoughtful and accurate answers to the application questions, as these will be used to evaluate your qualifications for the role.
If you send your resume directly to someone at TRM, we can’t guarantee it will reach the appropriate hiring team. Applying directly is the best way to ensure you’re considered.
Our process is designed to understand how you think, solve problems, and deliver impact, while giving you the opportunity to evaluate TRM. Most interview processes include a case study, AI skills assessment, and Leadership Principles interview.
Recruiter Intro: Explore your experience, motivations, and alignment with the role.
Hiring Manager: Dive deeper into your relevant experience, skills, and impact.
First Round: Typically 1–2 interviews focused on the skills most critical to the role.
Final Round: Typically 3–5 interviews to go deeper on your craft, problem-solving, and alignment with TRM.
References: We’ll speak with former colleagues who can provide perspective on your work and impact.
Offer: If it’s a mutual fit, your recruiter will walk you through your offer and answer your questions.
Welcome to TRM: Once you sign, we’ll get you ready for your first day and onboarding.
Your recruiter will share your specific interview plan and preparation guidance along the way.
Learn more about interviewing at TRM
We are building a safer world. That promise shows up in how we work every day.
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.
At TRM, you should expect:
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.
We also recognize that this style of operating is not for everyone. 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.
At the same time, many people find this work deeply rewarding. 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. Learn more: Interviewing at TRM: How We Hire and What Success Looks Like
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.
We hire and grow against three leadership principles. They’re the standards for how we operate, treat each other, and make decisions.
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.
At TRM we care deeply about our craft. We are looking for individuals who want their work to matter, who experiment with speed and rigor, and who take pride in building a safer world for billions of people. If you’re excited by TRM’s mission but don’t check every box, we encourage you to apply — we hire for slope, judgment, and the will to learn fast.
TRM is a Series C company with $220M in total funding, backed by 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.
By submitting your application, you agree to allow TRM Labs to process your personal information in accordance with our Privacy Policy.
We collect the information you provide (such as your resume, work history, and contact details) solely for the purpose of evaluating your candidacy for current and future roles at TRM.
Because our hiring cycles for certain positions may span 24 to 36 months, we retain your personal information for up to 36 months from the date of your application. After that period, your data is deleted unless a different retention period is required or permitted by law.
If you are located in the European Economic Area, the United Kingdom, or another jurisdiction with applicable data protection laws, you have the right to access, correct, or request deletion of your personal data at any time before that period ends. To exercise any of these rights, contact us at privacy@trmlabs.com.
To notify TRM Labs that you believe this job posting is non-compliant, please submit a report through this form. No response will be provided to inquiries unrelated to job posting compliance.
The use of AI tools of any kind (including but not limited to notetakers, interview assistants, and real-time coaching tools such as Otter.ai, Fireflies, Fathom, Cluey, or similar) during TRM interviews is not permitted without prior approval from TRM. TRM uses its own internal tools for note-taking to ensure a consistent and confidential experience for all candidates.
We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this form.
TRM Labs does not accept unsolicited agency resumes. Please do not forward resumes to TRM employees. TRM Labs is not responsible for any fees related to unsolicited resumes and will not pay fees to any third-party agency or company without a signed agreement.