Account Director, Public Sector (DHS)

TRM Labs; United States; Remote; USD 140,000 - 195,000; Full time

Job summary

TRM Labs seeks an Account Director, Public Sector, to own and grow TRM’s footprint across DHS and adjacent US National Security accounts. You will independently build pipeline, navigate FAR-based contracting, and serve as a credible US LE liaison.

This role demands self-sufficiency in federal sales, executive presence, and deep AI fluency to accelerate prospecting, discovery, and closure.

Qualifications

• 5+ years of Federal SaaS sales with net new ARR attainment.
• Navigate federal procurement vehicles: GWACs, BPAs, IDIQs, GSA Schedules, CIO-SP3, SEWP, Alliant 2, FAR.
• Existing DHS/CISA/USSS/HSI-ICE/CBP relationships preferred; security clearance preferred.
• Proven self-generated pipeline; territory ownership.
• Executive presence at SES level; consultative selling approach.
• AI fluency in prospecting, research, outbound, RFPs and reporting.
• Crypto/blockchain/AML or Digital Forensics experience preferred.

Responsibilities

• Own and grow TRM’s public sector footprint across DHS and national security accounts.
• Navigate procurement processes end-to-end and close federal deals.
• Lead cross-functional engagements with Solutions Architects and policy teams.
• Leverage AI tools to accelerate outreach and account research.
• Maintain high-level stakeholder relationships and drive revenue growth.

Skills

Federal SaaS sales

Pipeline ownership

Executive presence

AI fluency

Salesforce

BoostUp

Tools

Salesforce

BoostUp

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.

We are looking for an Account Director, Public Sector to own and grow TRM’s footprint across the Department of Homeland Security and adjacent US National Security and Partner accounts, with the primary responsibility of expanding TRM’s coverage of US 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 US LE liaison.

The impact you will have:

• Serve as the named US 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 to 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, US 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 set strongly preferred. Active US 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.

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.

At the same time, many people find this work deeply rewarding. 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. Learn more: Interviewing at TRM: How We Hire and What Success Looks Like

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.

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 Blockchain Capital, 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.

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