Account Director - US National Security

Build a Safer World.

TRM Labs provides blockchain analytics and AI solutions to help law enforcement and national security agencies, financial institutions, and cryptocurrency businesses detect, investigate, and disrupt crypto-related fraud and financial crime.

TRM’s blockchain intelligence and AI platforms include solutions to trace the source and destination of funds, identify illicit activity, build cases, and construct an operating picture of threats.

TRM is trusted by leading agencies and businesses worldwide who rely on TRM to enable a safer, more secure world for all.

The Sales Account Director for US National Security will join a team driving TRM’s crypto go-to-market strategy in the US Public Sector market.

Their goal will be to increase and strengthen our foothold in the space.

We're looking for a customer-obsessed, consultative salesperson to own the entire sales process with new and existing customers.

This person will be knowledgeable about the cryptocurrency ecosystem and feel comfortable navigating complex US Public Sector processes to close six- and seven-figure deals.

Responsibilities: Account mapping - Connect with all the current key stakeholders within an account and identify what matters to them, what are their potential use cases, who holds budgets, who makes decisions, who influences decisions, who owns which process Prospecting - Discover new stakeholders across an account and identify what matters to them, what are their potential use cases, who holds budgets, who makes decisions, who influences decisions, who owns which process Nurturing - Own, plan, execute, and/or quarterback activities to nurture client relationships, feedback loops, referrals, renewals, upsells, cross-sells, expansions Account planning - Create and execute strategic plans for every account to not only ensure company goals are met across key revenue and churn metrics, but also new growth opportunities are discovered and pursued Product & subject matter expertise - Hone TRM product & customer vertical subject matter expertise to enrich every stage of the sales process from demonstrations to trial to customer advisory sessions to innovation workshops Customer advocacy - Pro-actively gather and prioritize customer feedback and champion it within TRM Loyalty - Develop a roster of happy customers that will refer new prospects, champion TRM, and provide crucial feedback Preferred Qualifications: 5+ years of B2G SaaS sales experience with a demonstrated ability to consistently deliver against net new sales targets.

Strong customer-facing presentation/listening skills with the aptitude to establish credibility with senior financial and compliance executives.

Natural storyteller with the capacity to understand customer needs and convey compelling value propositions.

Exceptional communication and problem-solving skills.

Strong knowledge of cryptocurrencies, digital assets, and/or blockchains.

Familiarity with regulatory initiatives and changes related to cryptocurrency; understanding of Anti-Money Laundering (AML) and Know Your Customer (KYC) regulatory frameworks.

Previous experience working in a fast-paced, growing startup environment.

Experience selling into US National Security and Public Sector organizations.

TS/SCI with Full Scope Polygraph clearance required.

Individual pay is determined by skills, qualifications, experience, and location.

The following represents the expected range of compensation for this role: The estimated on target earnings (base and variable commission) for this role is $293,334 - $376,666.

Additionally, this role may be eligible to participate in TRM’s equity plan.

Life 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 financial 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 at TRM 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.

Leadership Principles 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.

Join our Mission 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 Blockchain Capital, 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.

Privacy Policy and Additional Information By submitting your application, you are agreeing to allow TRM to process your personal information in accordance with the TRM Privacy Policy .

Our typical hiring cycles for specialized roles span 24 to 36 months.

Accordingly, we retain your personal information for up to 36 months to evaluate your application and to consider you for current and future employment opportunities, unless you request earlier deletion or a different retention period is required or permitted by law.

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.

We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this form .

Recruitment agencies 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.

Learn More

: Company Values | Interviewing | FAQs