Mission-Driven Defense Account Director

TRM Labs; San Francisco (CA); Presencial; USD 243 000 - 310 000; Tempo integral

Vantagens oferecidas por esta oferta de emprego

Equity plan

Resumo da oferta

TRM Labs is seeking a Sales Account Director for Defense to lead its US National Security go‑to‑market. You will own the ENTIRE sales process from first meeting through procurement and close, building trusted relationships with military services and combatant commands.

You will map stakeholders, drive a 12‑month territory plan, and forecast accurately using MEDDPICC, OTAs, GWACs, and related vehicles, while coordinating across Legal and Deal Desk.

Qualificações

• Experience selling enterprise software to government or defense customers.
• Proven track record closing multi‑million dollar deals through government procurement vehicles.
• Ability to map stakeholders across operators to mission leadership.
• Strong ability to translate customer needs into proposals and briefs.

Responsabilidades

• Own end‑to‑end sales process with Defense customers and programs.
• Build and maintain a 12‑month territory plan with key stakeholders.
• Generate, maintain, and report a 3x quota coverage pipeline.
• Navigate procurement vehicles like IDIQs, OTAs, GWACs, BPAs, and GSA schedules.
• Translate customer missions into TRM use cases and run demos/pilots.
• Write client proposals/briefs and negotiate contracts/SOWs.
• Provide customer feedback to Product, Intel, and Ardence teams and align with Defense colleagues.

Conhecimentos

SaaS sales

Defense/DoD sales

Enterprise relationships

Quota attainment

Consultative selling

Proposal/contract writing

Descrição da oferta de emprego

TRM Labs is seeking a Sales Account Director for Defense to lead its US National Security go‑to‑market. You will own the ENTIRE sales process from first meeting through procurement and close, building trusted relationships with military services and combatant commands.

You will map stakeholders, drive a 12‑month territory plan, and forecast accurately using MEDDPICC, OTAs, GWACs, and related vehicles, while coordinating across Legal and Deal Desk.