Account Director, Public Sector (DHS)
Blockchain intelligence company providing tools to detect, investigate, and manage crypto-related fraud, financial crime, and compliance for institutions and government agencies.
Maintainer signals as of 9/2/2026
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
Own and grow TRM Labs' footprint across DHS and adjacent US national security accounts, serving as a trusted liaison to contracting officers and cyber investigators. Build federal pipeline, lead sales cycles, navigate procurement vehicles, position AI and analytics products for cyber and financial-crime missions, and apply AI across prospecting and reporting workflows.
Requirements
- 5+ years of federal SaaS sales experience with consistent net-new ARR attainment.
- Experience navigating federal procurement vehicles and FAR-based contracting.
- Existing DHS, CISA, USSS, HSI/ICE, or CBP relationships strongly preferred.
- Active US Government security clearance strongly preferred; Secret minimum, with TS/TS-SCI a plus.
- Proven self-generated pipeline and territory ownership track record.
- Strong executive presence and consultative selling skills at SES level and above.
- Proficiency with Salesforce, BoostUp, and AI-powered prospecting tools.
- Crypto, blockchain, AML, digital forensics, incident response, or financial-crime experience strongly preferred.
- Demonstrated daily AI fluency across prospecting, research, outbound, RFPs, and reporting.
Responsibilities
- Serve as the named US law-enforcement liaison and primary contact for contracting officers and cyber investigators.
- Own and build pipeline across DHS components including CISA, USSS, HSI/ICE, CBP, and adjacent national security accounts.
- Run end-to-end federal sales cycles from discovery and evaluation through procurement and close.
- Navigate GWACs, BPAs, IDIQs, GSA Schedules, CIO-SP3, SEWP, Alliant 2, and FAR-based contracting.
- Position TRM BI and AI products for cyber disruption, illicit-finance investigations, and sanctions enforcement.
- Collaborate with Solutions Architects, investigators, compliance advisory, and policy teams.