Sales Account Director for Defense

TRM Labs

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 on a mission to build a safer financial system for billions of people. We deliver a blockchain intelligence data platform to financial institutions, crypto companies, and governments to fight cryptocurrency fraud and financial crime. We consider our business as a way to move towards our mission sustainably and at scale.

The Sales Account Director for Defense will lead TRM's go-to-market with the military services and combatant commands within our US National Security team. You will build trusted relationships, align TRM's blockchain intelligence platform and Ardence, TRM's AI investigation platform, to each customer's mission, and drive pipeline and ARR.

We're looking for a customer-obsessed, consultative seller with real mission credibility in Defense, someone who treats the territory as their own business and can own the entire sales process, from first meeting through procurement and close.

Responsibilities:

• Own TRM's relationships and the end-to-end sales process across your assigned Defense customers, including the military services and combatant commands: new logos, expansions, and renewals against your ARR quota.
• Build and maintain a 12-month territory plan, updated quarterly, that maps stakeholders from operators through program and mission leadership.
• Generate, maintain, and report against a pipeline of strategic opportunities with 3x quota coverage, applying MEDDPICC in Salesforce and forecasting accurately in BoostUp.
• Navigate Defense procurement, including IDIQs, OTAs, GWACs, BPAs, and GSA schedules, partnering with Legal and Deal Desk. Build pipeline 12 to 18 months ahead of budget availability.
• Translate each customer's mission needs, such as counter-illicit finance, sanctions evasion, and threat finance, into TRM use cases, and run demos and pilots with Solutions Architecture.
• Write client proposals and briefs and negotiate contracts and SOWs.
• Bring mission feedback from your customers to the Product, Intel, and Ardence teams, and coordinate with the other Defense Account Director so TRM presents one coherent Defense motion.

What we're looking for

• US Citizenship (no dual citizenship) and an active US Government security clearance of TS/SCI or above
• Enterprise SaaS or technology sales experience selling into DoD, the military services, and/or combatant commands.
• Existing relationships with one or more of the military services or combatant commands, and credibility with senior military and civilian leaders.
• A track record of closing six- and seven-figure deals through government procurement vehicles such as IDIQs, OTAs, and GWACs, and of delivering against quota.
• Consultative, mission-first selling: strong discovery and the ability to tie TRM's capabilities to each customer's outcomes.
• An owner mindset. You write your own proposals and briefs, generate your own leads, and do not depend on leadership to open doors or close.
• Clear, structured communication in classified and unclassified settings, including the ability to communicate with non-technical mission owners and senior leaders.
• Daily AI use 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.
• Familiarity with blockchain, digital assets, or illicit finance investigations is a plus.
• This position requires US Citizenship.

The following represents the expected range of compensation for this role:

• The estimated compensation range for this role is $243,334 - $310,000
• Additionally, this role may be eligible to participate in TRM’s equity plan.

About the team:

• TRM's US National Security team is made of independent sales leaders who take ownership and initiative of their territory and responsibilities, and who operate with Focus, Accountability, Consistency, and Execution (F.A.C.E).
• Our National Security and Defense Account Directors share competitive intelligence, procurement learnings, and customer insight, and support one another across overlapping services, programs, and partners.
• 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.
• We are Slack-first and fast to respond, so teammates and customers are never left waiting.

Learn about TRM Speed in this position:

• Returning prospect and customer communications within 24 hours at most, typically faster.
• Raising any customer concerns to the relevant internal teams promptly and ensuring they are resolved.
• Responding to internal requests (asks re: customer, prospect, and market information that can range from small to large projects) as quickly as possible.
• Within your first 30 days, mapping the key stakeholders and programs in your territory and sharing a draft account plan.
• Within 90 days, holding executive-level meetings at your priority customers and having a qualified pipeline mapped to named programs and vehicles.