Strategic Account Director, Pathfinder (National Security)
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 bring new data products to market by uncovering and activating high-value opportunities within existing enterprise accounts. You will partner with account owners and cross-functional teams to expand product adoption, lead the full expansion sales motion from stakeholder mapping through deal closure, and collaborate with product and leadership to refine messaging. You will stay embedded in key accounts through renewals, workshops, advisory sessions, and ongoing expansion efforts.
Requirements
- Proven experience scaling a new product from initial launch to significant revenue
- 8+ years in enterprise SaaS sales, ideally selling data, compliance, fraud, or AI products into US national security and defense agencies
- Experience working within existing customer relationships to land new product lines and drive expansion revenue
- Track record of launching early-stage or newly released products into the market
- Strong comfort with technical concepts and data products and ability to translate technical value to customers
- Exceptional executive presence, curiosity, and listening skills
- Builder's mindset with experience shaping go-to-market playbooks
Responsibilities
- Bring new data products to market by uncovering and activating high-value opportunities within existing accounts
- Partner with account owners and cross-functional teams to expand value and discover new use cases
- Lead the entire expansion sales motion from stakeholder mapping and needs discovery to solution development and deal closure
- Collaborate with founder and product teams to iterate on messaging, refine positioning, and surface roadmap feedback
- Stay embedded in key accounts through renewals, workshops, advisory sessions, and expansion opportunities
Benefits
- Equity plan eligibility
- Remote work