Account Director , Canada (National Security)

TRM Labs; Washington (District of Columbia); On-site; USD 120,000 - 180,000; Full time

Job summary

A leading blockchain analytics firm is seeking a Sales Account Director for Canada National Security to drive its market strategy. You will develop relationships with government agencies and implement blockchain solutions, ensuring revenue targets are met. Ideal candidates should have at least 8 years of experience selling SaaS products, alongside strong knowledge of Canada's National Security landscape. This position is crucial for expanding the firm's influence across Canadian security agencies.

Qualifications

• 8+ years of experience selling SaaS products to federal agencies.
• Deep domain expertise in Canada's National Security ecosystem.
• Strong knowledge of technology procurement processes.

Responsibilities

• Develop relationships with key stakeholders in Canadian National Security agencies.
• Lead the implementation of blockchain intelligence into workflows.
• Create and execute strategic territory plans to meet revenue targets.
• Nurture client relationships and pursue new opportunities.

Skills

Sales Process Management

Customer Relationship Building

SaaS Product Knowledge

Understanding of National Security

Business Development

Job description

Build a Safer World. TRM Labs provides blockchain analytics and AI solutions to help law enforcement and national security agencies, financial institutions, and cryptocurrency businesses detect, investigate, and disrupt crypto‑related fraud and financial crime. TRM’s blockchain intelligence and AI platforms include solutions to trace the source and destination of funds, identify illicit activity, build cases, and construct an operating picture of threats. TRM is trusted by leading agencies and businesses worldwide who rely on TRM to enable a safer, more secure world for all.

The Sales Account Director for Canada National Security will join a team driving TRM’s go-to-market strategy in the Canadian Public Sector market. Their goal will be to expand and strengthen TRM’s foothold across Canada’s National Security ecosystem. We’re looking for a customer‑obsessed, consultative salesperson to own the entire sales process with new and existing customers. This person will be knowledgeable about blockchain intelligence within National Security environments and feel comfortable navigating complex Canadian federal procurement and security processes to close six‑ and seven‑figure deals.

The Impact You Will Have

• Build and deepen relationships with current and net new key stakeholders across Canadian National Security agencies; identify mission priorities, budget holders, decision‑makers, influencers, and procurement pathways
• Lead the implementation of blockchain intelligence into customer workflows—often for the first time—developing a deep understanding of how customers apply TRM’s tooling and data and proactively identifying ways to increase mission impact
• Own, plan, execute, and quarterback activities to nurture client relationships, including feedback loops, referrals, renewals, upsells, cross‑sells, and expansions
• Create and execute strategic territory plans to ensure revenue targets are met across key growth and retention metrics while identifying and pursuing new opportunities within Canada NatSec
• Develop deep TRM product and vertical subject‑matter expertise to elevate every stage of the sales process—from demonstrations to trials to advisory sessions to innovation workshops
• Proactively gather and prioritise customer feedback and champion it internally within TRM
• Develop a portfolio of strong referenceable customers who champion TRM, refer new prospects, and provide strategic product insight

What We’re Looking For

• 8+ years of experience selling SaaS products into Canadian federal agencies, or 4+ years accompanied by deep domain expertise and mission knowledge within Canada’s National Security ecosystem
• Strong knowledge of Canada’s National Security landscape (e.g., defence, intelligence, public safety, financial crime enforcement) and how agencies operate and procure technology
• Experience navigating Canadian federal procurement processes and security requirements