Account Director – National Security

🕒 Julho 28

🏛️ District of Columbia, Maryland, +1 estados a mais – Remoto

🏛️ District of Columbia – Remote 🦀 Maryland – Remote ☕ Washington – Remote

⏰ Tempo Integral

🔴 Especialista

🧑‍💼 Executivo de Contas

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TRM Labs

SiteLinkedInTodas as Vagas

201 - 500 funcionários

Fundada em 2018

₿ Cripto

📋 Conformidade

🤝 B2B

Crypto • Compliance • B2B

A TRM Labs é uma empresa de inteligência em blockchain que oferece soluções de monitoramento de transações, investigações forenses e conformidade para empresas e organizações do setor público que lidam com criptomoedas. Sua plataforma e produtos (exemplos: Compliance360, Investigation360, Seizure360, Supervision360, BlockInt API, MCP, triagem de carteiras, Know-Your-Asset) ajudam bancos, empresas de cripto, reguladores, autoridades policiais e fiscais a detectar, investigar e bloquear atividades ilícitas com criptomoedas, apoiar apreensões e atender aos requisitos de AML/CTF e supervisão. A TRM também oferece treinamento e certificação (TRM Academy) e serviços profissionais como resposta a incidentes e desenvolvimento de capacidades.

Descrição

• Own the complete account relationship — mapping stakeholders from operational analysts through program leadership, identifying mission priorities, and positioning TRM's blockchain intelligence platform as essential infrastructure for their workflows • Lead all commercial activity: managing renewals, driving expansions into new programs, and creating net-new pipeline by identifying use cases where TRM's data and tooling can meaningfully support 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 TRM's Solutions Architecture team to lead technical demonstrations and proof-of-concept engagements, translating operational requirements into compelling TRM proposals • Serve as the internal voice for TRM — bringing mission feedback to Product, Intel Products, and Compliance Advisory to directly shape TRM's NatSec capabilities • Navigate complex procurement landscape: identifying available contract vehicles, working with TRM Legal and Deal Desk to structure compliant deals, and building pipeline far ahead of budget availability • Develop a roster of internal champions who will advocate for TRM's expansion across new programs and mission sets within the account

🎯 Requisitos

• Active TS/SCI with Full-Scope Polygraph (FSP Poly) — required on Day 1; no exceptions. • 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 its immediate peer network — you are known and trusted in this community • Demonstrated track record of closing six and seven-figure deals in classified government procurement environments, including experience with IDIQs, OTAs, GWACs, and government budget cycles • Farmer mentality: you find fulfillment in deepening long-term customer relationships, obsessing over mission alignment, and building the trust that leads to multi-year, multi-program partnerships • Strong consultative skills — you ask great discovery questions, listen actively, and build compelling narratives that tie TRM's capabilities to the customer's specific mission outcomes • Autonomous and owner-minded: you write your own proposals, build your own briefings, and do not rely on leadership to close deals • Excellent communication in both classified and unclassified settings: you can present complex blockchain intelligence concepts clearly to non-technical mission owners and to senior executives alike.

🏖️ Benefícios

• Health insurance • 401(k) matching • Flexible working hours • Paid time off • Remote work options • Professional development opportunities