Account Director Federal Civilian
Blockchain intelligence company providing tools to detect, investigate, and manage crypto-related fraud, financial crime, and compliance for institutions and government agencies.
Funding history
Projects
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 own and grow coverage across U.S. federal civilian regulatory agencies, map and tier accounts, and build self-generated pipeline. You will navigate federal procurement vehicles, manage the full sales cycle end-to-end, and close new business. You will build trust-based relationships with senior agency stakeholders, represent platform solutions with consultative expertise, collaborate with technical and advisory partners on complex opportunities, and maintain rigorous forecast discipline while delivering contractual artifacts such as SOWs, pricing, and technical reference materials on tight timelines.
Requirements
- 5+ years of Federal Civilian SaaS sales experience with consistent net new ARR attainment
- Demonstrated ability to navigate federal procurement vehicles (GWACs, BPAs, IDIQs, sole-source justifications, multi-year contracting)
- Proven track record of self-generated pipeline
- Strong executive presence and ability to engage at SES level and above
- Excellent consultative selling skills
- Proficient in Salesforce and modern AI-powered prospecting tools
- Experience in a high-accountability, data-driven sales culture
Responsibilities
- Drive new ARR by closing government regulatory agencies
- Own the full sales cycle end-to-end
- Map and tier the North America federal civilian territory and build pipeline coverage
- Self-generate pipeline and manage outreach cadences
- Build deep, trust-based relationships with senior federal stakeholders
- Navigate federal procurement vehicles including GWACs, BPAs, IDIQs, sole-source justifications, and multi-year contracts
- Represent platform solutions with consultative expertise and understand investigative workflows
- Collaborate with Solutions Architecture, Global Investigations, Compliance Advisory, and Policy teams on opportunities
- Maintain rigorous forecast discipline
- Prepare and deliver SOWs, pricing, and technical reference materials under tight deadlines
Benefits
- Eligibility to participate in the company's equity plan