Strategic Account Director – National Security

🔥 2 hours 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

• Bring new data products to market by working within existing accounts to uncover and activate high-value opportunities • Partner closely with account owners and cross-functional teams to collaborate on relationships already in place, helping customers discover new use cases and expand value • Lead the entire expansion sales motion—from stakeholder mapping and needs discovery to solution development and deal closure • Collaborate with our founder and product teams to iterate on messaging, refine positioning, and surface feedback that informs roadmap and strategy • Stay embedded in key accounts through renewals, workshops, advisory sessions, and expansion opportunities

🎯 Requirements

• 8+ years in enterprise SaaS sales, ideally selling data, compliance, fraud, or AI products into US National Security and Defense agencies. • Experience working within existing customer relationships to land new product lines and drive expansion revenue • A track record of success launching early-stage or newly released products into the market • Strong comfort with technical concepts and data products—you understand what they do (and don’t do) and can translate that value to customers • Exceptional executive presence, curiosity, listening skills, and comfort navigating ambiguity • A builder’s mindset—you enjoy shaping the GTM playbook, not just executing one.

🏖️ Benefits

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