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.
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
About the Role
You will own and grow the footprint across DHS and adjacent NatSec accounts, lead end-to-end federal sales cycles from discovery to close, navigate procurement vehicles, build a credible federal pipeline, and engage contracting officers and cyber investigators. You will position AI and analytics offerings as mission critical tools to support federal cyber investigations and enforcement.
Requirements
- 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
- Proven ability to navigate federal procurement vehicles (GWACs, BPAs, IDIQs, GSA Schedules, CIO-SP3, SEWP, Alliant 2, FAR-based contracting)
- Existing relationships with DHS, CISA, USSS, HSI / ICE, CBP strongly preferred
- Active US Government security clearance strongly preferred (Secret minimum; TS / TS-SCI a plus)
- Proven track record of self-generated pipeline and territory ownership mindset
- Strong executive presence and consultative selling skills with ability to communicate at SES level and above
- Proficiency with Salesforce, BoostUp, and AI-powered prospecting tools
- Experience in Crypto Blockchain AML or digital forensics domain preferred
Responsibilities
- Own and grow footprint across DHS components and adjacent NatSec accounts
- Lead end to end federal sales cycles including discovery, evaluation, procurement, and close
- Navigate federal procurement vehicles such as GWACs, BPAs, IDIQs, GSA Schedules, CIO-SP3, SEWP, and Alliant 2
- Build and manage a credible US federal pipeline and relationships with contracting officers and investigators
- Position AI and analytics products as mission critical for cyber investigations and enforcement
