Account Director – National Security

🕒 il y a 8 jours

🏛️ District of Columbia, Maryland, +1 états de plus – Distant

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

⏰ Temps Plein

🔴 Expert

👮‍♂️ Cybersécurité / Ingénieur Sécurité

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TRM Labs

Site WebLinkedInTous les Emplois

201 - 500 employés

Fondée en 2018

₿ Crypto

📋 Conformité

🤝 B2B

Crypto • Compliance • B2B

TRM Labs est une entreprise spécialisée dans l'intelligence blockchain qui fournit des solutions de surveillance de transactions, de services forensics et de conformité aux entreprises et organismes du secteur public traitant des cryptomonnaies. Leur plateforme et leurs produits (exemples : Compliance360, Investigation360, Seizure360, Supervision360, BlockInt API, MCP, wallet screening, Know-Your-Asset) aident les banques, les entreprises crypto, les régulateurs, les forces de l'ordre et les autorités fiscales à détecter, enquêter et bloquer les activités crypto illicites, soutenir les saisies, et répondre aux exigences de LBC/FT et de supervision. TRM propose également des formations et certifications (TRM Academy) ainsi que des services professionnels tels que la réponse aux incidents et le développement des capacités.

Description

• 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

🎯 Exigences

• 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.

🏖️ Avantages

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