Account Director – National Security

🔥 2 hours ago

🏛️ District of Columbia, Maryland, +1 more states – Remote

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

⏰ Full Time

🔴 Lead

👮‍♂️ Cybersecurity / Security Engineer

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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

• 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

🎯 Requirements

• 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.

🏖️ Benefits

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