Account Director - DOJ

TRM Labs is a blockchain intelligence company committed to fighting crime and creating a safer world. By leveraging blockchain data, threat intelligence, and advanced analytics, our products empower governments, financial institutions, and crypto businesses to combat illicit activity and global security threats. At TRM, you'll join a mission‑driven, fast‑paced team made up of experts in law enforcement, data science, engineering, and financial intelligence, tackling complex global challenges daily.

Whether analyzing blockchain data, developing cutting‑edge tools, or collaborating with global organizations, you'll have the opportunity to make a meaningful and lasting impact.

The Sales Account Director will join a team driving TRM’s crypto go‑to‑market strategy for US Law Enforcement customers. Your goal will be to increase and strengthen our foothold in the space. We're looking for a customer‑obsessed, consultative salesperson to own the entire sales process with new and existing customers. This person will be knowledgeable about the cryptocurrency ecosystem and feel comfortable navigating complex processes to close six and seven figure deals.

The impact you will have here:

• Account Mapping – Connect with all the current key stakeholders within US Law Enforcement and identify what matters to them, what are their potential use cases, who holds budgets, who makes decisions, who influences decisions, who owns which process
• Prospecting – Discover new stakeholders within the US Law Enforcement and identify what matters to them, what are their potential use cases, who holds budgets, who makes decisions, who influences decisions, who owns which process
• Nurturing – Own, plan, execute, and/or quarterback activities to nurture client relationships, feedback loops, referrals, renewals, upsells, cross‑sells, expansions
• Account Planning – Create and execute strategic plans for US Law Enforcement to not only ensure company goals are met across key revenue and churn metrics, but also new growth opportunities are discovered and pursued
• Product and Subject Matter Expertise – Hone TRM product and customer vertical subject matter expertise to enrich every stage of the sales process from demonstrations to trial to customer advisory sessions to innovation workshops
• Customer Advocacy – Proactively gather and prioritize customer feedback and champion it within TRM
• Loyalty – Develop a roster of happy customers that will refer new prospects, champion TRM, and provide crucial feedback

What we’re looking for:

• At least 8+ years of experience selling SaaS products into federal agencies
• Strong knowledge of US Law Enforcement accounts and their workflows
• Knows government contracting and has a rich set of Partners across Government.
• Strong customer‑facing presentation/listening skills with the ability to establish credibility with senior SLED executives
• A knack for storytelling. You have the ability understand customer needs and build + convey compelling value propositions
• Adaptable. Goals can change fast. You anticipate and react quickly
• Autonomous, collaborative and an excellent communicator

About the Team:

• Our public sector team thrives on collaboration, always looking out for each other by sharing opportunities and competitive insights. We actively exchange ideas and strategies to boost each other's sales efforts. Communication is key, and we primarily use Slack, making sure to @mention colleagues for timely responses. Our routine includes weekly 1‑on‑1 meetings with managers, bi‑weekly team meetings, and monthly Pod meetings with the broader support organization.
  
  Above all, we prioritize our customers' missions, and this dedication is reflected in every aspect of our TRM life.
• Our team predominantly operates in the EST timezone, with some members in PST. We start our day around 8:00 am and typically finish after 5:00 pm. While we may work beyond standard hours when necessary, we deeply respect family time and strive not to intrude on it. We're committed to contributing whenever needed, ensuring our team's success isn't confined to a 40‑hour workweek.

Learn about TRM Speed in this position:

• Rapid Opportunity Assessment
  :
  You'll swiftly…