Remote Account Director, Pathfinder — National Security Data

TRM Labs Inc.; Northern (KY); Hybrid; USD 120,000 - 180,000; Full time

Job summary

TRM Labs Inc. is seeking an Account Director, Pathfinder (National Security) to drive expansion of our data products within US government and defense accounts.

You will leverage deep enterprise SaaS experience to advance revenue, collaborate with product teams for messaging, and own the end-to-end expansion motion. You will work with public sector customers, navigate complex buying processes, and shape go-to-market strategy for new offerings, ensuring alignment with TRM’s mission to combat

Qualifications

• 8+ years in enterprise SaaS sales, ideally selling data, compliance, fraud, or AI products into US National Security and Defense agencies.
• Experience working within existing customer relationships to land new product lines and drive expansion revenue.
• Track record of launching early-stage or newly released products into the market.
• Strong comfort with technical concepts and data products—and ability to translate that value to customers.
• Exceptional executive presence, curiosity, listening skills, and comfort navigating ambiguity.
• A builder’s mindset—you enjoy shaping the GTM playbook, not just executing one.

Responsibilities

• Bring new data products to market by working within existing accounts to uncover and activate high-value opportunities.
• Lead the entire expansion sales motion—from stakeholder mapping and needs discovery to solution development and deal closure.
• Collaborate with our founder and product teams to iterate on messaging, refine positioning, and surface feedback that informs roadmap and strategy.
• Stay embedded in key accounts through renewals, workshops, advisory sessions, and expansion opportunities.
• Learn and apply TRM Speed norms to ensure timely prospecting, engagement, and customer interactions.

Skills

Enterprise SaaS sales

National Security experience

Executive presence

Technical concepts

Market messaging

Relationship management

Job description

TRM Labs Inc. is seeking an Account Director, Pathfinder (National Security) to drive expansion of our data products within US government and defense accounts.

You will leverage deep enterprise SaaS experience to advance revenue, collaborate with product teams for messaging, and own the end-to-end expansion motion. You will work with public sector customers, navigate complex buying processes, and shape go-to-market strategy for new offerings, ensuring alignment with TRM’s mission to combat