Account Director, Pathfinder (National Security) Direct Sales

TRM Labs; Northern (KY); Hybrid; USD 130,000 - 190,000; Full time

Job summary

TRM Labs is seeking an Account Director, Pathfinder to drive adoption of new data products within enterprise accounts. You will own the expansion motion, map stakeholders, and collaborate with cross-functional teams to unlock new value for defense and national security agencies.

You will work closely with the founder, CRO, product, and GTM teams to refine messaging, gather field learnings, and shape roadmaps that maximize impact within strategic customers.

Qualifications

• 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.
• Strong comfort with technical concepts and data products—translate 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.

Responsibilities

• Bring new data products to market by expanding within existing accounts and uncovering high-value opportunities.
• Collaborate with account owners and cross-functional teams to expand value in current relationships.
• Lead the entire expansion sales motion—from stakeholder mapping to needs discovery to deal closure.
• Iterate on messaging with product teams and surface feedback that informs roadmap and strategy.
• Stay embedded in key accounts through renewals, workshops, and expansion opportunities.

Skills

Enterprise SaaS sales

Account ownership

Relationship expansion

Messaging & GTM

Executive presence

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.

#ClearanceJobs

Interviewing with TRM

Our process is designed to understand how you think, solve problems, and deliver impact, while allowing you to evaluate TRM. Most interview processes include a case study, an AI skills assessment, and a Leadership Principles interview.

• Recruiter Intro: Qualifications, motivations, and alignment with the role.

• Hiring Manager: Deep dive into your relevant experience, skills, and impact.

• First Round: 1–2 interviews focused on the skills most critical to the role.

• Final Round: Hands-on case study. This is usually a panel-style session where we go deeper into your craft, problem-solving, and alignment with TRM.

• References: Former colleagues who can provide insight into your work and impact.

• Offer: Congrats! Your recruiter will present the offer and compensation details.

• Welcome to TRM: We’re excited to build a safer world with you!

AI Fluency at TRM

AI fluency is a baseline expectation at TRM.

We believe AI meaningfully changes how top performers operate. We expect every team member to use AI to accelerate and reimagine their craft, not just automate surface tasks.

At TRM, AI fluency means you are among the top 10 percent of operators in your function in how you apply AI to:

• Accelerate repeatable workflows

• Structure and solve problems

• Improve output quality

• Increase speed and leverage

You will be evaluated on applied AI fluency during the interview process.

Life at TRM

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

TRM moves FAST. 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

• 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 thriving in 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.

If you are excited by meaningful problems, motivated by ambitious goals, and energized by working alongside mission-driven colleagues, there is a good chance you will find TRM to be an exceptional place to grow and contribute.

Leadership Principles

We hire and grow against three leadership principles. They’re the standards for how we operate, treat each other, and make decisions.

• Impact-Oriented Trailblazer: We put customers first and move with speed, focus, and adaptability. We treat every plan like an experiment – test, ship, measure, and iterate quickly.

• Master Craftsperson: We care deeply about our craft. We balance speed with high standards, own outcomes end‑to‑end, and invest in getting better everyday.

• Inspiring Colleague: We add clarity and energy, not noise. We bring humility, candor, and a one‑team mindset — giving and receiving feedback to make the team stronger.

Join our Mission

At TRM, we care deeply about our craft. We are looking for individuals who want their work to matter, who experiment with speed and rigor, and who take pride in building a safer world for billions of people. If you’re excited by TRM’s mission but don’t check every box, we encourage you to apply — we hire for slope, judgment, and the will to learn fast.

TRM is a Series C company with $220M in total funding, backed by Goldman Sachs, Bessemer, Y Combinator, Thoma Bravo, and others. Headquartered in San Francisco, TRM operates as a distributed-first company with hubs in Los Angeles, San Francisco, New York, Washington D.C., London, and Singapore.

Privacy Policy and Additional Information

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We collect the information you provide (such as your resume, work history, and contact details) solely for the purpose of evaluating your candidacy for current and future roles at TRM.

Because our hiring cycles for certain positions may span 24 to 36 months, we retain your personal information for up to 36 months from the date of your application. After that period, your data is deleted unless a different retention period is required or permitted by law.

If you are located in the European Economic Area, the United Kingdom, or another jurisdiction with applicable data protection laws, you have the right to access, correct, or request deletion of your personal data at any time before that period ends. To exercise any of these rights, contact us at [e-mail].

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The use of AI tools of any kind (including but not limited to notetakers, interview assistants, and real-time coaching tools such as Otter.ai, Fireflies, Fathom, Cluey, or similar) during TRM interviews is not permitted without prior approval from TRM. TRM uses its own internal tools for note-taking to ensure a consistent and confidential experience for all candidates.

We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this form.

Recruitment agencies

TRM Labs does not accept unsolicited agency resumes. Please do not forward resumes to TRM employees. TRM Labs is not responsible for any fees related to unsolicited resumes and will not pay fees to any third‑party agency or company without a signed agreement.