Account Director, 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 the intelligence platform for public safety and national security. Our AI-powered platform helps agencies trace illicit activity, map threat networks, and build cases-enabling investigators to disrupt the world’s most serious crimes at machine speed. Our technology has supported efforts to disrupt fentanyl trafficking, trace terrorist financing, dismantle malware infrastructure alongside the FBI, and follow funds tied to one of the largest crypto seizures on record. This is a dedicated, single-account role on TRM’s US National Security team, owning one of our most strategic Intelligence Community relationships. You’ll build TRM’s presence from the ground up, turning established relationships and deep mission expertise into a multi-year, multi-program partnership. You’ll own the account end to end, work directly with TRM’s founders and product leadership, and help shape mission-critical technology for national security customers. This role requires US citizenship, an active TS/SCI with Full-Scope Polygraph on Day 1, and experience in this customer’s mission environment. WHY YOU’LL LOVE THIS ROLE - Own a flagship account & BUILD at the highest level. Not one of twenty reps chasing the same logos. You’re the primary seller for this account, shaping TRM’s footprint program by program. - Mission that’s viscerally real - Your work supports the people protecting national security every day. - Startup speed and founder access - Direct visibility with TRM’s leadership and product teams, and a real hand in the roadmap. - A career-defining ownership role with a path to leadership as the portfolio grows. - Competitive compensation and meaningful equity at a high-growth company. The impact you will have: - Own the entire account relationship and mapping stakeholders from operational analysts through program leadership, understanding mission priorities, and positioning TRM as essential infrastructure for their workflows. - Lead all commercial activity: renewals, expansions into new programs, and net-new pipeline built around use cases where TRM meaningfully supports 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 Solutions Architecture on technical demonstrations and proof-of-concept engagements, translating operational requirements into compelling proposals. - Serve as the internal voice of the customer - bringing mission feedback to Product, Intel Products, and Compliance Advisory to shape TRM’s national security capabilities. - Navigate a complex procurement landscape - identifying contract vehicles, partnering with Legal and Deal Desk to structure compliant deals, and building pipeline well ahead of budget cycles. - Develop a roster of internal champions who advocate for TRM’s expansion across new programs and mission sets. 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