Account Director, Public Sector - TRM

Join TRM as an Account Director to expand our footprint in the public sector, focusing on federal law enforcement cyber missions. Leverage AI tools and your federal sales expertise to drive impactful solutions in crime disruption.

Build a Safer World. TRM Labs provides AI-powered intelligence solutions that help public and private sector agencies investigate and disrupt crime. TRM's platforms enable investigators to trace illicit activity, build cases, and construct operating pictures of threat networks. Leading agencies and businesses worldwide rely on TRM to make the world safer and more secure.

• •Serve as the named US LE liaison and the trusted single point of contact between TRM and contracting officers and cyber investigators.
• •Own and build pipeline across DHS components (CISA, USSS, HSI / ICE, CBP) and adjacent NatSec accounts. Map the territory within 30 days and stand up 3x pipeline coverage within 90 days.
• •Run end-to-end federal sales cycles: discovery, technical evaluation, procurement, and close. Navigate GWACs, BPAs, IDIQs, GSA Schedules, CIO-SP3, SEWP, and Alliant 2 without hand-holding.
• •Use AI as the default first move across the workflow: Claude and ChatGPT for prospecting and outbound. Aim to free 4 to 10 hours a week of admin time and redirect it to customer engagement.
• •Position TRM BI and AI products as mission-critical platforms for cyber disruption, illicit finance investigations, and sanctions enforcement. Bring Solutions Architects, Global Investigators, Compliance Advisory, and Policy colleagues into the right conversations at the right time.

• •Priorities and targets to change quickly as we experiment and iterate.
• •Work that often requires operating with a high degree of ambiguity.
• •A high level of personal ownership and accountability.
• •Close collaboration across teams and functions.
• •Frequent, high-touch communication.
• •Creative problem solving and out-of-the-box thinking.
• •A pace that rewards urgency, adaptability, and outcomes.

• •5+ years of Federal SaaS sales with consistent net new ARR attainment in DHS components, US LE / NatSec agencies, or similar federal cyber-focused buyers.
• •Demonstrated ability to navigate federal procurement vehicles: GWACs, BPAs, IDIQs, GSA Schedules, CIO-SP3, SEWP, Alliant 2, and FAR-based contracting.
• •Existing relationships with DHS, CISA, USSS, HSI / ICE, CBP mission set strongly preferred. Active US Government Security Clearance strongly preferred (Secret minimum; TS / TS-SCI a plus).
• •Proven track record of self-generated pipeline. This is a territory-ownership role, not a lead-harvesting role.
• •Strong executive presence; comfortable at SES level and above. Excellent consultative selling skills, listening first, proposing second, always tying back to agency mission.
• •Demonstrated AI fluency. Comfortable using AI tools daily across prospecting, account research, outbound, RFP, and reporting.
• •Proficient in Salesforce, BoostUp, and modern AI-powered prospecting tools.
• •Crypto, blockchain, AML, Digital Forensics/Incident Response or financial-crime domain experience strongly preferred.