Account Director – Defence and Intel

🔥 2 hours ago

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TRM Labs

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2018

₿ Crypto

📋 Compliance

🤝 B2B

Crypto • Compliance • B2B

TRM Labs is a blockchain intelligence company that provides transaction-monitoring, forensics, and compliance solutions for businesses and public-sector organizations dealing with cryptocurrencies. Their platform and products (examples: Compliance360, Investigation360, Seizure360, Supervision360, BlockInt API, MCP, wallet screening, Know-Your-Asset) help banks, crypto firms, regulators, law enforcement, and tax authorities detect, investigate, and block illicit crypto activity, support seizures, and meet AML/CTF and supervision requirements. TRM also offers training and certification (TRM Academy) and professional services such as incident response and capacity development.

📋 Description

• Build and deepen relationships with current and net new key stakeholders across Canadian National Security agencies; identify mission priorities, budget holders, decision-makers, influencers, and procurement pathways • Lead the implementation of blockchain intelligence into customer workflows—often for the first time—developing a deep understanding of how customers apply TRM’s tooling and data and proactively identifying ways to increase mission impact • Own, plan, execute, and quarterback activities to nurture client relationships, including feedback loops, referrals, renewals, upsells, cross-sells, and expansions • Create and execute strategic territory plans to ensure revenue targets are met across key growth and retention metrics while identifying and pursuing new opportunities within Canada NatSec • Develop deep TRM product and vertical subject-matter expertise to elevate every stage of the sales process—from demonstrations to trials to advisory sessions to innovation workshops • Proactively gather and prioritize customer feedback and champion it internally within TRM • Develop a portfolio of strong referenceable customers who champion TRM, refer new prospects, and provide strategic product insight

🎯 Requirements

• 8+ years of experience selling SaaS products into Canadian federal agencies, or 4+ years accompanied by deep domain expertise and mission knowledge within Canada’s National Security ecosystem • Strong knowledge of Canada’s National Security landscape (e.g., defence, intelligence, public safety, financial crime enforcement) and how agencies operate and procure technology • Experience navigating Canadian federal procurement processes and security requirements • Ability to obtain and maintain required Canadian security clearance • Strong customer-facing presentation and listening skills with the ability to establish credibility with senior government and security leaders • Familiarity with Anti-Money Laundering (AML) regulatory frameworks • Strong storytelling ability—able to understand customer mission needs and build compelling value propositions • Relationship-oriented (“farmer” mindset): energized by developing long-term client relationships, identifying new mission use cases, expanding within accounts, and closing complex deals • Adaptable: able to operate effectively in evolving policy, procurement, and mission environments • Autonomous: high ownership, strong execution, moves with urgency • Excellent communicator: able to distill complex technical concepts into clear, mission-aligned narratives • Collaborative: works effectively cross-functionally and with stakeholders at all levels • Experience with virtual assets, blockchain technology, and their use in financial networks is a plus.

🏖️ Benefits

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