About this role
Build a Safer World.
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 is looking for an Account Director to own and build TRM's footprint across US Federal Offices of Inspector General (OIGs), with the primary responsibility of bringing Ardence, TRM's AI investigation platform for all-source intelligence, to the investigators and analysts who uncover fraud.
This is a high-trust, territory-owner role for a self-starting seller who knows how OIGs operate, can independently build pipeline, and run federal sales cycles.
The impact you will have:
- Serve as the trusted point of contact between TRM and OIG investigators, analysts, agency leadership, and contracting officers.
- Own and build the OIG territory. Map and tier target OIGs within 30 days and stand up 3x pipeline coverage within 90 days.
- Position Ardence as a mission-critical platform for OIG investigations, helping teams pull together all-source intelligence and examine their findings.
- Bring Solutions Architects, Global Investigators, Compliance Advisory, and Policy colleagues into the right conversations at the right time.
- Run end-to-end federal sales cycles: discovery, technical evaluation, procurement, and close. Navigate federal buying vehicles and agency purchasing rules without hand-holding.
- Use AI as the default first move across the workflow: Claude and ChatGPT for prospecting, account research, and outbound. Aim to free 4 to 10 hours a week of admin time and redirect it to customer engagement.
What we're looking for:
- Direct experience working with or inside a federal Office of Inspector General strongly preferred; state-level OIG experience is also valued. You understand how OIGs investigate, buy, and make decisions.
- 3+ years of sales experience selling software or technology into government, with a record of consistent quota attainment.
- Working familiarity with federal procurement vehicles and FAR-based contracting, including GSA Schedules, BPAs, IDIQs, SEWP, and GWACs.
- A go-getter mindset and a proven track record of self-generated pipeline. This is a territory-ownership role, not a lead-harvesting role.
- Strong executive presence and excellent consultative selling skills: listening first, proposing second, and always tying back to the agency's mission.
- Demonstrated AI fluency. Comfortable using AI tools daily across prospecting, account research, outbound, and reporting.
- Based in the Washington, DC metro area highly preferred, with willingness to travel to agency sites, conferences, and trainings.
- Active US Government Security Clearance or clearance eligibility is a plus.
- Experience with investigative, intelligence, OSINT, or case-management software is a plus. Crypto or blockchain knowledge is not required.
- This position requires US Citizenship.