Account Director – Defense

🔥 22 hours ago

🇺🇸 United States – Remote

⏰ Full Time

🔴 Lead

🧑‍💼 Account Executive

👻 Ghost score 18%

What it means: the chance that no one is really hiring for this job.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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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

• Lead TRM's go-to-market with military services and combatant commands within the US National Security team • Own relationships and the end-to-end sales process across assigned Defense customers • Drive new logos, expansions, and renewals against ARR quota • Build and maintain a quarterly updated 12-month territory plan • Map stakeholders from operators through program and mission leadership • Generate, maintain, and report on a strategic pipeline with 3x quota coverage • Apply MEDDPICC in Salesforce and forecast accurately in BoostUp • Navigate Defense procurement vehicles including IDIQs, OTAs, GWACs, BPAs, and GSA schedules • Build pipeline 12 to 18 months ahead of budget availability • Translate customer mission needs into TRM use cases • Run demos and pilots with Solutions Architecture • Write client proposals and briefs • Negotiate contracts and statements of work • Bring customer mission feedback to Product, Intel, and Ardence teams • Coordinate with the other Defense Account Director on a coherent Defense motion • Return prospect and customer communications within 24 hours • Escalate customer concerns and coordinate resolution • Map key territory stakeholders and programs within the first 30 days • Hold executive-level meetings and establish qualified pipeline within the first 90 days

🎯 Requirements

• US Citizenship (no dual citizenship) • 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 military services or combatant commands • Credibility with senior military and civilian leaders • Track record of closing six- and seven-figure deals through IDIQs, OTAs, and GWACs • Track record of delivering against quota • Consultative, mission-first selling skills • Strong discovery skills and ability to tie capabilities to customer outcomes • Ability to write proposals and briefs and generate leads independently • Clear, structured communication in classified and unclassified settings • Ability to communicate with non-technical mission owners and senior leaders • Daily AI use for unclassified work, 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

🏖️ Benefits

• Equity plan eligibility • Commission eligibility • Distributed-first/remote work arrangement • Global team collaboration • High-touch communication and cross-functional collaboration • Professional growth and development opportunities • Reasonable accommodations for applicants with disabilities

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