Account Director – Federal Civilian

🔥 1 hour 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

• Drive new ARR by closing government regulatory agencies — owning the full sales cycle end-to-end • Map and tier the NA FedCiv territory within 30 days, building 3x pipeline coverage • Build deep, trust-based relationships with senior stakeholders at regulatory federal civilian agencies • Represent TRM's platforms with consultative expertise — understanding the investigative workflows your customers rely on, not just product features • Collaborate with Solutions Architecture, Global Investigations, Compliance Advisory, and Policy teams to bring TRM's full expertise into complex federal opportunities • Maintain rigorous forecast discipline

🎯 Requirements

• 5+ years of Federal Civilian SaaS sales experience with consistent net new ARR attainment in government regulatory agencies • Demonstrated ability to navigate federal procurement vehicles — GWACs, BPAs, IDIQs, sole-source justifications, and multi-year contracting structures • Proven track record of self-generated pipeline — this is a territory-ownership role, not a lead-harvesting role • Strong executive presence; comfortable engaging at the SES level and above in both technical and non-technical conversations • Excellent consultative selling skills — listens first, proposes second, always ties back to agency mission • Proficient in Salesforce, and modern AI-powered prospecting tools • Experience in a high-accountability, data-driven sales culture where performance is transparent.

🏖️ Benefits

• Additionally, this role may be eligible to participate in TRM’s equity plan.