Account Director, Pathfinder (National Security)

TRM Labs; United States; On-site; USD 140,000 - 200,000; Full time

Job summary

TRM Labs is seeking an Account Director, Pathfinder to bring our data products to market by expanding and deepening our footprint across existing enterprise accounts. You will work with our founder, CRO, product, and GTM teams to iterate messaging and drive customer impact in US National Security and Defense agencies.

The role requires strong executive presence, strategic thinking, and the ability to lead end-to-end expansion sales from discovery to closure within a fast-paced environment.

Qualifications

• 8+ years in enterprise SaaS sales, ideally selling data, compliance, fraud, or AI products into US National Security and Defense agencies.
• Experience selling 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.

Responsibilities

• Bring new data products to market within existing accounts to uncover high-value opportunities.
• Collaborate with account owners and cross-functional teams to expand value in current customers.
• Lead expansion sales motion from discovery to deal closure.

Skills

Enterprise SaaS sales

Executive presence

Stakeholder mapping

Messaging & positioning

Expansion revenue

Cross-functional collaboration

Education

8+ years enterprise SaaS sales

Job description

Build a Safer World.

TRM Labs provides AI-powered intelligence solutions that help public and private sector agencies investigate and disrupt crime. TRM's platforms enable investigators to trace illicit activity, build cases, and construct operating pictures of threat networks. Leading agencies and businesses worldwide rely on TRM to make the world safer and more secure.

TRM Labs is looking for a Account Director, Pathfinder to bring our newest data products to market by expanding and deepening our footprint across existing enterprise accounts. This role is for someone who thrives at the intersection of strategy, execution, and customer obsession—someone who’s passionate about helping defense and national security agencies realize entirely new outcomes with TRM’s intelligence platform.

You’ll work directly with TRM’s founder, CRO, product, and GTM teams to iterate messaging, learn from the field, and shape how new products drive impact within our most critical customer relationships.

The Impact You Will Have

• Bring new data products to market by working within existing accounts to uncover and activate high-value opportunities
• Partner closely with account owners and cross-functional teams to collaborate on relationships already in place, helping customers discover new use cases and expand value
• Lead the entire expansion sales motion—from stakeholder mapping and needs discovery to solution development and deal closure
• Collaborate with our founder and product teams to iterate on messaging, refine positioning, and surface feedback that informs roadmap and strategy
• Stay embedded in key accounts through renewals, workshops, advisory sessions, and expansion opportunities

What We’re Looking For

• You’ve been a pathfinder previously, scaling a new product from Xmm to XXmm for a new product. You understand how to listen to the market, bring insights back to the company for rapid product evolution, and how to iterate quickly on messaging.
• 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
• A track record of success launching early‑stage or newly released products into the market
• Strong comfort with technical concepts and data products—you understand what they do (and don’t do) and can translate that value to customers
• Exceptional executive presence, curiosity, listening skills, and comfort navigating ambiguity
• A builder’s mindset—you enjoy shaping the GTM playbook, not just executing one

About The Team

• The Public Sector Business Development team is made of independent sales leaders who take ownership and initiative of their territory and responsibilities. Because we’re a global team, each team member is a master of their own territory.
• We work asynchronously to share intel, win strategies, and support one another when prospects cross time zones.
• Knowing the impact that our work has on the future of TRM, we’re scrappy and find ways to get things done and overcome any challenges that come our way.
• Each team member works according to typical business hours in their territory. At times, it’s necessary for the team to meet together a few hours earlier or later than an individual’s local business hours, but those occasions are planned in advance.

Learn About TRM Speed In This Position

• Returning prospect and customer communications within 24 hours at most, typically faster.
• Raising any customer concerns to the relevant internal teams promptly and ensuring
• Responding to internal requests (asks re: customer, prospect, and market information that can range from small to large projects) as quickly as possible.

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Life at TRM

We are building a safer world. That promise shows up in how we work every day.

TRM moves quickly. We are a high velocity, high ownership team that expects clarity, follow-through, and impact. People who thrive here are energized by hard problems, experimentation, and continuous feedback. If something takes months elsewhere, it will ship here in days.

Our work sits at the intersection of AI, national security, and fighting crime. The problems are complex, the stakes are real, and the environment evolves quickly. The pace and intensity of the work reflect the importance of the mission. As a result, the way we operate requires a high level of ownership, adaptability, collaboration, and creative problem‑solving.

At TRM, You Should Expect

• Priorities and targets to change quickly as we experiment and iterate
• Work that often requires operating with a high degree of ambiguity
• A high level of personal ownership and accountability
• Close collaboration across teams and functions
• Frequent, high‑touch communication
• Creative problem solving and out‑of‑the‑box thinking
• A pace that rewards urgency, adaptability, and outcomes

This environment is energizing for people who enjoy building, solving hard problems, and making progress in situations that are not always fully defined. It also requires comfort navigating ambiguity, adjusting course as new information emerges, and maintaining focus and positivity in a fast‑moving and intense environment.

We also recognize that this style of operating is not for everyone. If you are primarily optimizing for predictability or a consistently balanced workload, we encourage you to use the interview process to pressure test whether this environment is truly the right fit. We want teammates who thrive here, not just survive here.

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