Strategic Account Director, Pathfinder (National Security)
About this role
We are looking for a Strategic Account Director with 8+ years of experience selling AI/SaaS intelligence solutions into US National Security and Defense agencies. This is a seasoned seller who can act as a product specialist and overlay, bringing TRM's newest data products to market within existing government accounts while navigating highly sensitive environments with confidence.
What will you be doing?
Serving as the expert overlay for TRM's new Pathfinder product, stepping into existing accounts to drive expansion and new use cases
Hunting and prospecting within the US Intelligence Community (CIA, NSA, DoD) while also closing warm opportunities surfaced by account owners
Translating technical product capabilities and customer outcomes to diverse stakeholders—sometimes acting as the solutions engineer in the room
Collaborating with TRM's founder, CRO, and product teams to iterate on messaging, refine positioning, and feed market insights back into the roadmap
Developing and maturing the sales strategy for a new product line in a fast-moving, ambiguous environment
Key Requirements
Active TS/SCI clearance required (Full Scope Polygraph strongly preferred)
Domain expertise selling into US National Security and Intelligence agencies (CIA, NSA, DoD)
8+ years of enterprise SaaS sales experience, ideally with AI, data, or intelligence products
Track record of bringing early-stage or zero-to-one products to market
Located in the Washington, D.C. area
Company at a glance
TRM Labs provides blockchain intelligence solutions that help financial institutions, crypto businesses, and government agencies detect and investigate cryptocurrency-related financial crime through advanced data analysis and threat intelligence.
What happens next
Skip the application pile. I get you in front of the people who decide.
Confirm the fit
A few questions to make sure this role is the right shape for you. Two minutes.
I pitch you to the company
I write the intro, send it to the founder, and handle the back-and-forth.
A meeting lands on your calendar
When the company wants to meet, I get the call on your calendar. You just show up.
Know someone who'd be great for this?