Account Director, Defense

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 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. APPLICATION INSTRUCTIONS If you’re interested in joining TRM, we encourage you to apply directly. Every application is reviewed by our Talent team. Before applying, review the job description carefully and highlight the experience and impact that best demonstrate the required qualifications. Please also provide thoughtful and accurate answers to the application questions, as these will be used to evaluate your skills and qualifications for the role. If you send your resume directly to someone at TRM, we can’t guarantee it will reach the appropriate hiring team. Applying directly is the best way to ensure your application will be considered. INTERVIEWING WITH TRM Our process is designed to understand how you think, solve problems, and deliver impact, while allowing you to evaluate TRM. Most interview processes include a case study, an AI skills assessment, and a Leadership Principles interview. - Recruiter Intro: Qualifications, motivations, and alignment with the role. - Hiring Manager: Deep dive into your relevant experience, skills, and impact. - First Round: 1–2 interviews focused on the skills most critical to the role. - Final Round: Hands-on case study. This is usually a panel-style session where we go deeper into your craft, problem-solving, and alignment with TRM. - References: Former colleagues who can provide insight into your work and impact. - Offer: Congrats! Your recruiter will present the offer and compensation details. - Welcome to TRM: We're excited to build a safer world with you! Your recruiter will share your specific interview plan and preparation guidance along the way. 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. LIFE AT TRM We are building a safer world. That promise shows up in how we work every day. TRM moves FAST. 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 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 - 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 thriving in 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. 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. 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 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 agree to allow TRM Labs to process your personal information in accordance with our Privacy Policy https://www.trmlabs.com/policies/privacy-policy. We collect the information you provide (such as your resume, work history, and contact details) solely for the purpose of evaluating your candidacy for current and future roles at TRM. Because our hiring cycles for certain positions may span 24 to 36 months, we retain your personal information for up to 36 months from the date of your application. After that period, your data is deleted unless a different retention period is required or permitted by law. If you are located in the European Economic Area, the United Kingdom, or another jurisdiction with applicable data protection laws, you have the right to access, correct, or request deletion of your personal data at any time before that period ends. To exercise any of these rights, contact…