Account Director, Public Sector (DHS)

TRM Labs; Washington (District of Columbia); On-site; USD 120,000 - 160,000; Full time

Job summary

TRM Labs is seeking an Account Director for the Public Sector to expand its influence across the Department of Homeland Security and U.S. National Security agencies. The successful candidate will establish pipeline growth, manage federal sales cycles, and act as a liaison with law enforcement.

The role requires at least 5 years of Federal SaaS sales experience, strong executive presence, and proven ability to navigate federal procurement vehicles. The company values AI fluency and seeks a proactive, self-sufficient seller.

Qualifications

• 5+ years of Federal SaaS sales experience, particularly with DHS components.
• Active U.S. Government Security Clearance preferred.
• Proven self-generated pipeline in a territory-ownership role.

Responsibilities

• Serve as the U.S. LE liaison for TRM.
• Build and manage pipeline across DHS components.
• Run end-to-end federal sales cycles.

Skills

Federal SaaS sales

Navigating federal procurement vehicles

AI fluency

Excellent consultative selling skills

Executive presence

Salesforce

Crypto and blockchain knowledge

Tools

Salesforce

BoostUp

AI-powered prospecting tools

Job description

Build a Safer World.
TRM Labs provides AI‑powered intelligence solutions that help public and private sector agencies investigate and disrupt crime. Our 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.

Account Director, Public Sector – Own and grow TRM’s footprint across the Department of Homeland Security and adjacent U.S. National Security and Partner accounts, with the primary responsibility of expanding TRM’s coverage of U.S. Federal LE cyber missions. This is a high‑trust, territory‑owner role for a self‑sufficient federal seller who can independently build pipeline, navigate FAR‑based procurement, and serve as a credible U.S. LE liaison.

The Impact You Will Have

• Serve as the named U.S. LE liaison and the trusted single point of contact between TRM and contracting officers and cyber investigators.
• Own and build pipeline across DHS components (CISA, USSS, HSI/ICE, CBP) and adjacent NatSec accounts; map the territory within 30 days and stand up 3x pipeline coverage within 90 days.
• Run end‑to‑end federal sales cycles: discovery, technical evaluation, procurement, and close. Navigate GWACs, BPAs, IDIQs, GSA Schedules, CIO‑SP3, SEWP, and Alliant 2 without hand‑holding.
• Use AI as the default first move across the workflow: Claude and ChatGPT for prospecting and outbound. Aim to free 4‑10 hours a week of admin time and redirect it to customer engagement.
• Position TRM BI and AI products as mission‑critical platforms for cyber disruption, illicit finance investigations, and sanctions enforcement. Bring Solutions Architects, Global Investigators, Compliance Advisory, and Policy colleagues into the right conversations at the right time.

What We’re Looking For

• 5+ years of Federal SaaS sales with consistent net new ARR attainment in DHS components, U.S. LE / NatSec agencies, or similar federal cyber‑focused buyers.
• Demonstrated ability to navigate federal procurement vehicles: GWACs, BPAs, IDIQs, GSA Schedules, CIO‑SP3, SEWP, Alliant 2, and FAR‑based contracting.
• Existing relationships with DHS, CISA, USSS, HSI/ICE, CBP mission sets strongly preferred. Active U.S. Government Security Clearance strongly preferred (Secret minimum; TS/TS‑SCI a plus).
• Proven track record of self‑generated pipeline. This is a territory‑ownership role, not a lead‑harvesting role.
• Strong executive presence; comfortable at SES level and above. Excellent consultative selling skills, listening first, proposing second, always tying back to agency mission.
• Demonstrated AI fluency. Comfortable using AI tools daily across prospecting, account research, outbound, RFP, and reporting.
• Proficient in Salesforce, BoostUp, and modern AI‑powered prospecting tools.
• Crypto, blockchain, AML, Digital Forensics/Incident Response or financial‑crime domain experience strongly preferred.

TRM Labs is a Series C company with $220 M in total funding, headquartered in San Francisco. We operate as a distributed‑first company with hubs in Los Angeles, San Francisco, New York, Washington D.C., London, and Singapore.

TEACHING: All candidates are required to have reasonable accommodations if needed. For inquiries about accommodations, please use the provided form.