TRM Labs

Account Director - National Security

Washington DC · Director

No sponsorshipDetected 1 day ago

TypeScriptA/B TestingSalesProcurementLeadershipCommunicationCollaborationProblem SolvingMentoringAdaptability

About the role

TRM's National Security team operates with Focus, Accountability, Consistency, and Execution (F.A.C.E) - the same values we sell our customers on, we live internally
The team is highly collaborative: NatSec ADs share competitive intelligence, procurement learnings, and customer insights freely to strengthen everyone's accounts
Communication is Slack-first; @mentions are used liberally and responsiveness is expected during core EST business hours

BUILD A SAFER WORLD.
TRM's platforms enable investigators to trace illicit activity, build cases, and construct operating pictures of threat networks.
This person will own TRM's most sensitive and high-stakes intelligence community account - building the trusted relationships, mission alignment, and commercial pipeline needed to make TRM the indispensable blockchain intelligence platform.
Own the complete the 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
Partner with TRM's Solutions Architecture team to lead technical demonstrations and proof-of-concept engagements, translating operational requirements into compelling TRM proposals
Develop a roster of internal champions who will advocate for TRM's expansion across new programs and mission sets within the account
you write your own proposals, build your own briefings, and do not rely on leadership to close deals
Within 30 days, you will deliver an account plan that maps every known program, stakeholder, and contract vehicle to a 12-month pipeline forecast - giving TRM leadership and Deal Desk the visibility needed to resource the account correctly from the start
We are building a safer world.
This environment is energizing for people who enjoy building, solving hard problems, and making progress in situations that are not always fully defined.

Active TS/SCI with Full-Scope Polygraph (FSP Poly). required on Day 1
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
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
Work that often requires operating with a high degree of ambiguity
After that period, your data is deleted unless a different retention period is required or permitted by law.

Weekly 1:1s with Kyle Helseth, bi-weekly team syncs, and monthly Pod meetings with the broader support organization (SA, Legal, Compliance Advisory, Intel Products)
The team predominantly operates in EST, with some PST overlap; most members are customer-facing from ~8 AM to 5 PM, with flexibility needed around customer mission rhythms and classified site requirements
Team Operating Rhythms:
Weekly 1:1 with hiring manager (Kyle Helseth)
Bi-weekly NatSec team sync
Weekly pipeline and deal review
Monthly forecast calls with NatSec leadership
Quarterly business reviews with strategic accounts
Learn about TRM Speed in this position:
Day-1 Relationship Leverage: You will use pre-existing personal relationships to book meetings with key program decision-makers within your first two weeks - not month two - giving TRM an immediate commercial advantage that no competitor without your network can match
Mission-Driven Pipeline Seeding: Within 60 days, you will identify at least one new TRM use case specific to the customers mission set and convert it into a qualified pipeline opportunity - turning your domain knowledge into direct ARR before you've completed full product ramp

This position requires US Citizenship; candidates with dual citizenship are not eligible

This listing is sourced directly from TRM Labs's careers page and normalized into a canonical job model.