Account Director - State and Local Law Enforcement

TRM Labs; Baltimore (MD); On-site; USD 120,000 - 160,000; Full time

Job summary

A blockchain intelligence company is seeking an Account Director for State and Local Law Enforcement. The role focuses on strategic sales processes and expanding client relationships. Candidates should have at least 8 years of experience selling SaaS products within the law enforcement sector. Join a mission-driven team dedicated to building a safer financial system and transforming how law enforcement agencies operate against criminal activities in urgent situations.

Qualifications

• At least 8+ years of experience selling SaaS products.
• Strong knowledge of State and Local Law Enforcement workflows.
• Experience with government contracting.

Responsibilities

• Own the entire sales process with customers.
• Connect with key stakeholders and identify priorities.
• Develop strategic plans for State and Local Law Enforcement.

Skills

Experience with State and Local Law Enforcement

Strong presenting and listening skills

Storytelling ability

Autonomous and collaborative communication

Adaptability to changing goals

Job description

Account Director - State and Local Law Enforcement

1 day ago • Be among the first 25 applicants

Build to Protect Civilization

TRM is a blockchain intelligence company that’s on a mission to build a safer financial system for billions of people. We’re a lean, high-impact team tackling some of the world’s most critical challenges, ranging from human trafficking and financial fraud to terrorist financing. We are builders who power governments, financial institutions, and crypto companies when the clock is running and the consequences are real. Every TRMer is a bet on our future and has the power to change our trajectory.

About The Position

The Sales Account Director will join a team driving TRM’s crypto go-to-market strategy for State and Local Law Enforcement customers. Your goal is to increase and strengthen our foothold in the space. You will own the entire sales process with new and existing customers, navigating complex processes to close six and seven figure deals.

The impact you will have here

• Account Mapping – connect with all current key stakeholders to identify priorities, use cases, budget holders, decision makers, influencers, and process owners.
• Prospecting – discover new stakeholders and evaluate their priorities, budgets, decision makers, influencers, and process owners.
• Nurturing – plan, execute, and quarterback activities to nurture client relationships, feedback loops, referrals, renewals, upsells, cross-sells, and expansions.
• Account Planning – create and execute strategic plans for State and Local Law Enforcement to meet company goals across revenue and churn metrics and uncover new growth opportunities.
• Product and Subject Matter Expertise – hone TRM product and customer vertical expertise to enhance each stage of the sales process from demos to trials to advisory sessions to workshops.
• Customer Advocacy – proactively gather and prioritize customer feedback and champion it within TRM.
• Loyalty – develop a roster of satisfied customers who refer new prospects and champion TRM.

What we’re looking for

• At least 8+ years of experience selling SaaS products into State and Local Law Enforcement agencies.
• Strong knowledge of State and Local Law Enforcement accounts and their workflows.
• Experience with government contracting and a strong partner network within government.
• Strong customer‑presenting and listening skills, establishing credibility with senior executives.
• Storytelling ability to understand customer needs and build compelling value propositions.
• Adaptability – ability to respond quickly to changing goals.
• Autonomous, collaborative, and an excellent communicator.

About the Team

• Our public‑sector team thrives on collaboration, sharing opportunities and competitive insights.
• We use Slack for communication, hold weekly 1‑on‑1s with managers, bi‑weekly team meetings, and monthly pod calls.
• The team operates mainly in EST, with some in PST, working 8:00 am – 5:00 pm with respect for family time.

Learn about TRM Speed in this position

• Rapid Opportunity Assessment – qualify or disqualify opportunities quickly to grow a strong pipeline; add $150 K+ in qualified pipeline each week.
• Sales Campaigns – develop two new sales campaigns each month to accelerate pipeline growth.
• Strategic Sales Planning – regularly update and evaluate a strategic sales plan for all Tier 1 current customers and identify potential Tier 1 prospects monthly.

Life at TRM

We build to protect civilization. This promise shows up in how we work. TRM runs fast, expecting ownership, clarity, and follow‑through. We thrive on hard problems, experimentation, and direct feedback.

Leadership Principles

• Impact‑Oriented Trailblazer – put customers first, driving speed, focus, and adaptability.
• Master Craftsperson – prioritize speed, high standards, and distributed ownership.
• Inspiring Colleague – value humility, candor, and a one‑team mindset.

What You’ll Do Here

• Drive critical investigations that can’t wait for typical business hours.
• Ship products in days when others would schedule quarters.
• Partner with teams across time zones to deliver insights while the story is still unfolding.
• Build new solutions from first principles when the playbook doesn’t yet exist.
• Protect victims and customers by tracing illicit activity and disrupting criminal networks.

Join our Mission

We look for people who want their work to matter, build with speed, rigor, and take pride in protecting others through their craft. If you’re excited by TRM’s mission but don’t check every box, apply anyway. We hire for slope, judgment, and the will to learn fast.

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 without a signed agreement.

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