Account Director, Pathfinder (National Security)

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 Labs is looking for a Account Director, Pathfinder to bring our newest data products to market by expanding and deepening our footprint across existing enterprise accounts. This role is for someone who thrives at the intersection of strategy, execution, and customer obsession—someone who’s passionate about helping defense and national security agencies realize entirely new outcomes with TRM’s intelligence platform. You’ll work directly with TRM’s founder, CRO, product, and GTM teams to iterate messaging, learn from the field, and shape how new products drive impact within our most critical customer relationships. The impact you will have: - Bring new data products to market by working within existing accounts to uncover and activate high-value opportunities - Partner closely with account owners and cross-functional teams to collaborate on relationships already in place, helping customers discover new use cases and expand value - Lead the entire expansion sales motion—from stakeholder mapping and needs discovery to solution development and deal closure - Collaborate with our founder and product teams to iterate on messaging, refine positioning, and surface feedback that informs roadmap and strategy - Stay embedded in key accounts through renewals, workshops, advisory sessions, and expansion opportunities What we’re looking for: - You’ve been a pathfinder previously, scaling a new product from Xmm to XXmm for a new product. You understand how to listen to the market, bring insights back to the company for rapid product evolution, and how to iterate quickly on messaging. - 8+ years in enterprise SaaS sales, ideally selling data, compliance, fraud, or AI products into US National Security and Defense agencies. - Experience working within existing customer relationships to land new product lines and drive expansion revenue - A track record of success 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 to customers - Exceptional executive presence, curiosity, listening skills, and comfort navigating ambiguity - A builder’s mindset—you enjoy shaping the GTM playbook, not just executing one About the team: - The Public 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. 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 - Responding to internal requests (asks re: customer, prospect, and market information that can range from small to lar