National Security Account Director - Direct Sales Lead (DC)

TRM Labs; Washington (District of Columbia); Hybrid; USD 180,000 - 290,000; Full time

Benefits offered by this job

Competitive compensation

Meaningful equity

Job summary

TRM Labs is seeking a senior enterprise sales leader to own a flagship National Security account, coordinating from day one with stakeholders across operational analysts to program leadership. You will drive multi-year partnerships and align priorities to TRM’s platform capabilities.

You will work with product, legal, and compliance teams, shaping proposals and managing complex procurements while building a robust, long-term pipeline that supports national security missions.

Qualifications

• Active TS/SCI with Full-Scope Polygraph on Day 1; US Citizenship required.
• 8+ years of enterprise SaaS/software sales into intelligence community or DoD, OR 4+ years with deep domain knowledge specific to the customers' mission environment
• Pre-existing named relationships at the Maryland account or within its immediate peer network
• Demonstrated track record of closing six and seven-figure deals in classified government procurement environments, including experience with IDIQs, OTAs, GWACs, and government budget cycles
• Farmer mentality: you deepen long-term customer relationships and build multi-year partnerships
• Strong consultative skills—you ask great discovery questions and build compelling narratives
• Autonomous and owner-minded: you write proposals and briefs without needing leadership close
• Excellent communication in both classified and unclassified settings

Responsibilities

• Own the entire account relationship and map stakeholders from analysts to program leadership.
• Lead all commercial activity: renewals, expansions, and net-new pipeline around mission use cases.
• Develop a 12-month account plan aligning programs, budgets, and contracts with 3x quota coverage.
• Partner with Solutions Architecture on demos and POCs, translating requirements into proposals.
• Be the internal voice of the customer to shape TRM’s national security capabilities.
• Navigate procurement, identify contract vehicles, and work with Legal and Deal Desk on compliant deals.
• Develop internal champions to advocate TRM expansion across programs and mission sets.

Skills

TS/SCI clearance

Enterprise SaaS sales

Account management

Negotiation

Communication

Job description

TRM Labs is seeking a senior enterprise sales leader to own a flagship National Security account, coordinating from day one with stakeholders across operational analysts to program leadership. You will drive multi-year partnerships and align priorities to TRM’s platform capabilities.

You will work with product, legal, and compliance teams, shaping proposals and managing complex procurements while building a robust, long-term pipeline that supports national security missions.