Account Director, Public Sector – State Dept, NCFI, NYPD

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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 full sales cycle across a multi-account public-sector territory, from early engagement through signed agreement • Build and execute account strategies across complex government and law enforcement buyers, using AI tools to accelerate research, stakeholder mapping, and account planning • Move accounts from initial interest to funded opportunities by tailoring outreach, briefing materials, and proposal language to each agency’s mission and buying structure • Build durable pipeline by tracking grant cycles, budget calendars, policy announcements, and procurement timelines so TRM is engaging the right stakeholders at the right moment • Become the trusted relationship owner for sophisticated government and law enforcement stakeholders, showing up as a mission partner rather than a vendor • Navigate federal, state, and local procurement pathways by synthesizing solicitations, compliance requirements, contract vehicles, and buying options into clear next steps • Expand existing relationships into deeper, multi-program partnerships by understanding customer missions, identifying new use cases, and partnering cross-functionally to deliver value.

🎯 Requirements

• A track record of driving net new ARR in government or public-sector accounts, with roughly 5+ years of relevant experience or equivalent depth • Strong judgment in complex sales environments, including the ability to turn dense agency, policy, procurement, and program materials into clear account strategy • Experience drafting and personalizing executive outreach, briefings, and proposal language, with comfort using AI tools to improve speed, quality, and preparation • Familiarity with public-sector buying motions, including grant cycles, budget calendars, contract vehicles, cooperative agreements, and other procurement pathways • Strong relationship instincts in high-trust government settings, with the discipline to balance urgency, precision, and long-term credibility • Genuine curiosity about crypto and financial crime as a domain, including illicit finance, international narcotics, cyber-enabled financial crime, and the evolving role of blockchain intelligence.

🏖️ Benefits

• Working hours: US business hours across multiple time zones • Team culture: A territory-owner model with high autonomy and high ownership • Collaboration style: Close partnership with RevOps, Legal, Sales Engineering, Marketing, and Customer Success