Account Director Defense
Blockchain intelligence company providing tools to detect, investigate, and manage crypto-related fraud, financial crime, and compliance for institutions and government agencies.
Funding history
Investors
About TRM Labs
TRM Labs provides blockchain intelligence for investigations and compliance, offering products such as forensics, wallet screening, entity screening, transaction monitoring, and APIs. It serves financial institutions, crypto businesses, and public sector agencies to trace funds, assess risk, and build cases across digital assets.
Skills
Candidate Availability
Required and preferred rules are kept separate and reflect the wording in the original posting.
About the Role
You will lead the end-to-end sales process for assigned Defense customers, from prospecting through procurement, contract negotiation, and close. You will develop territory plans, build strategic pipelines, run demos and pilots, translate mission needs into platform use cases, and share customer feedback with internal stakeholders.
Requirements
- US citizenship with no dual citizenship
- Active TS/SCI or higher US Government security clearance
- Enterprise SaaS or technology sales experience selling into the Department of Defense, military services, or combatant commands
- Existing relationships with military services or combatant commands
- Track record of closing six- and seven-figure government procurement deals and delivering against quota
- Consultative selling and discovery skills
- Clear written and verbal communication in classified and unclassified settings
- Daily use of AI for unclassified work
- Willingness to travel and work near customer sites as needed
Responsibilities
- Own customer relationships and the end-to-end sales process across assigned Defense customers
- Build and maintain a 12-month territory plan
- Generate, manage, and report a strategic opportunity pipeline
- Apply MEDDPICC in Salesforce and forecast in BoostUp
- Navigate Defense procurement vehicles with Legal and Deal Desk
- Translate customer mission needs into platform use cases
- Run demos and pilots with Solutions Architecture
- Write proposals and briefs and negotiate contracts and statements of work
- Share mission feedback with Product, Intel, and Ardence teams
- Coordinate with the other Defense Account Director
Benefits
- Equity plan
- Commission
Hiring Process
Recruiter intro → Hiring Manager interview → First Round of 1–2 skill-focused interviews → Final Round panel-style hands-on case study → References → Offer.