Account Director, Public Sector – DHS

🔥 5 hours ago

🏛️ District of Columbia, Washington – Remote

🏛️ District of Columbia – Remote ☕ Washington – Remote

⏰ Full Time

🔴 Lead

🧑‍💼 Account Executive

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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

• Serve as the named US LE liaison and the trusted single point of contact between TRM and contracting officers and cyber investigators. • Own and build pipeline across DHS components (CISA, USSS, HSI / ICE, CBP) and adjacent NatSec accounts. Map the territory within 30 days and stand up 3x pipeline coverage within 90 days. • Run end-to-end federal sales cycles: discovery, technical evaluation, procurement, and close. Navigate GWACs, BPAs, IDIQs, GSA Schedules, CIO-SP3, SEWP, and Alliant 2 without hand-holding. • Use AI as the default first move across the workflow: Claude and ChatGPT for prospecting and outbound. Aim to free 4 to 10 hours a week of admin time and redirect it to customer engagement. • Position TRM BI and AI products as mission-critical platforms for cyber disruption, illicit finance investigations, and sanctions enforcement. Bring Solutions Architects, Global Investigators, Compliance Advisory, and Policy colleagues into the right conversations at the right time.

🎯 Requirements

• 5+ years of Federal SaaS sales with consistent net new ARR attainment in DHS components, US LE / NatSec agencies, or similar federal cyber-focused buyers. • Demonstrated ability to navigate federal procurement vehicles: GWACs, BPAs, IDIQs, GSA Schedules, CIO-SP3, SEWP, Alliant 2, and FAR-based contracting. • Existing relationships with DHS, CISA, USSS, HSI / ICE, CBP mission set strongly preferred. Active US Government Security Clearance strongly preferred (Secret minimum; TS / TS-SCI a plus). • Proven track record of self-generated pipeline. This is a territory-ownership role, not a lead-harvesting role. • Strong executive presence; comfortable at SES level and above. Excellent consultative selling skills, listening first, proposing second, always tying back to agency mission. • Demonstrated AI fluency. Comfortable using AI tools daily across prospecting, account research, outbound, RFP, and reporting. • Proficient in Salesforce, BoostUp, and modern AI-powered prospecting tools. • Crypto, blockchain, AML, Digital Forensics/Incident Response or financial-crime domain experience strongly preferred.

🏖️ Benefits

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