Account Director
TRM Labs provides a blockchain intelligence platform to help organizations investigate, monitor, and detect crypto and digital asset fraud and financial crime. They serve government agencies, financial institutions, and crypto businesses worldwide.
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About TRM Labs
TRM Labs provides a next-generation blockchain intelligence platform designed to investigate, monitor, and detect crypto and digital asset fraud and financial crime. The platform features extensive asset coverage, supporting over 200 million assets across more than 41 blockchains, including NFTs and DeFi protocols. It offers cross-chain analytics to trace the flow of funds seamlessly between different blockchains and utilizes over 150 risk categories, including FATF's money laundering predicate offenses, for customized risk scoring. TRM's data is built from a large, proprietary database of illicit activity combined with advanced data science. The company serves a global client base, including government agencies, financial institutions, and crypto businesses, helping them to safeguard the crypto financial system, maintain high standards for AML/CFT compliance, and build trust in digital assets.
Skills
About the Role
You will own the end-to-end sales lifecycle for Canadian national security customers. You will build and deepen relationships with key stakeholders, lead implementations of blockchain intelligence into customer workflows, create and execute strategic territory and account plans, and drive renewals, upsells, and expansions. You will gather and prioritize customer feedback, deliver mission-aligned product demos and advisory sessions, and qualify high-value opportunities to maintain a strong pipeline.
Requirements
- 8+ years selling SaaS into Canadian federal agencies or 4+ years with deep national security domain expertise
- Strong knowledge of Canada’s national security landscape and agency procurement
- Experience navigating Canadian federal procurement processes and security requirements
- Ability to obtain and maintain required Canadian security clearance
- Strong customer-facing presentation and listening skills
- Familiarity with Anti-Money Laundering (AML) regulatory frameworks
- Strong storytelling and value proposition development skills
- Relationship management mindset with experience expanding within accounts
- Adaptability to evolving policy, procurement, and mission environments
- Autonomous with high ownership and strong execution
- Excellent written and verbal communication and cross-functional collaboration skills
- Experience with virtual assets and blockchain technology is a plus
Responsibilities
- Build and deepen relationships with key national security stakeholders
- Lead implementation of blockchain intelligence into customer workflows
- Own and manage the full sales process from qualification to close
- Create and execute strategic territory and account plans
- Nurture client relationships including renewals, upsells, and expansions
- Develop product and vertical subject-matter expertise for sales engagements
- Gather and prioritize customer feedback and champion it internally
- Develop and maintain a portfolio of referenceable customers
- Qualify opportunities and maintain a strong qualified pipeline
- Develop sales campaigns to accelerate pipeline growth