Account Director - DOJ

TRM Labs; San Francisco (CA); On-site; USD 120,000 - 160,000; Full time

Job summary

A technology company in blockchain intelligence is seeking a Sales Account Director to drive their go-to-market strategy for U.S. law-enforcement customers. This role involves owning the sales process, engaging stakeholders, and leveraging government contracting knowledge. The ideal candidate has over 8 years of experience in SaaS sales, particularly in federal agencies, and possesses strong communication and storytelling skills. Join a mission-driven team dedicated to making a meaningful impact in the blockchain space.

Qualifications

• 8+ years of experience selling SaaS products into federal agencies.
• Understanding of government contracting processes.
• Excellent communicator capable of engaging senior law-enforcement executives.

Responsibilities

• Drive TRM’s crypto go-to-market strategy for U.S. law-enforcement customers.
• Connect with key stakeholders and identify their needs.
• Create strategic plans meeting revenue targets while uncovering growth opportunities.

Skills

Customer-facing presentation skills

Knowledge of U.S. law-enforcement accounts

Storytelling abilities

Strong listening skills

Job description

TRM Labs is a blockchain intelligence company committed to fighting crime and creating a safer world. By leveraging blockchain data, threat intelligence, and advanced analytics, we empower governments, financial institutions, and crypto businesses to combat illicit activity and global security threats.

At TRM, you’ll join a mission-driven, fast‑paced team of experts in law enforcement, data science, engineering, and financial intelligence, tackling complex global challenges every day. Whether analyzing blockchain data, developing cutting‑edge tools, or collaborating with global partners, you’ll have the opportunity to make a meaningful and lasting impact.

The Sales Account Director drives TRM’s crypto go‑to‑market strategy for U.S. law‑enforcement customers. The goal is to deepen and expand our footprint in the space. We’re seeking a customer‑obsessed, consultative salesperson to own the entire sales process with new and existing customers—someone knowledgeable about the cryptocurrency ecosystem and comfortable navigating complex processes to close six‑ and seven‑figure deals.

Impact

• Account Mapping – Connect with key stakeholders within U.S. law‑enforcement, identify what matters to them, potential use cases, budgets, decision makers, and processes.
• Prospecting – Discover new stakeholders, map payment processes, identify budget holders, decision makers, influences, and owners.
• Nurturing – Own, plan, and quarterback activities to nurture client relationships, feedback loops, referrals, renewals, upsells, cross‑sells, and expansions.
• Account Planning – Create and execute strategic plans that meet revenue and churn targets while uncovering new growth opportunities.
• Product & Subject Matter Expertise – Hone TRM product knowledge and customer‑vertical expertise to enrich every stage of the sales cycle.
• Customer Advocacy – Gather and prioritize customer feedback and champion it within TRM.
• Loyalty – Develop a roster of happy customers that refer new prospects and champion TRM.

Qualifications

• At least 8+ years of experience selling SaaS products into federal agencies.
• Strong knowledge of U.S. law‑enforcement accounts and their workflows.
• In‑depth understanding of government contracting and a network of partners across government.
• Excellent customer‑facing presentation and listening skills, with the ability to establish credibility with senior law‑enforcement executives.
• A knack for storytelling and the ability to build and convey compelling value propositions.
• Adaptable; can anticipate and react to rapidly 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, 1‑on‑1 meetings with managers, bi‑weekly team meetings, and monthly pod meetings with the broader support organization.
• Primarily in EST with some members in PST, we start around 8:00 am and finish after 5:00 pm, respecting family time while staying flexible when needed.