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
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
Bring new data products to market by expanding and deepening existing enterprise customer relationships. Partner with account owners, product, founders, and GTM leadership to identify use cases, refine messaging, shape strategy, and drive expansion outcomes.
Requirements
- Proven experience scaling a new product from launch to significant revenue.
- 8+ years of enterprise SaaS sales experience, ideally with data, compliance, fraud, or AI products sold to US national security and defense agencies.
- Experience launching new product lines within existing customer relationships and driving expansion revenue.
- Track record of bringing early-stage or newly released products to market.
- Comfort with technical concepts and data products and ability to translate technical value for customers.
- Exceptional executive presence, curiosity, listening skills, and comfort navigating ambiguity.
- Builder's mindset and experience shaping go-to-market playbooks.
Responsibilities
- Bring new data products to market within existing enterprise accounts.
- Partner with account owners and cross-functional teams to discover use cases and expand customer value.
- Lead the expansion sales motion from stakeholder mapping and needs discovery through solution development and deal closure.
- Collaborate with founder and product teams to refine messaging, positioning, and roadmap feedback.
- Maintain strategic account engagement through renewals, workshops, advisory sessions, and expansion opportunities.
Benefits
- Equity plan eligibility
- Remote work
- Base salary range of $141,667–$158,333 plus commission
Hiring Process
Applied AI fluency will be evaluated during the interview process.