Senior Enterprise Account Director, National Security

TRM Labs Inc.; Washington (District of Columbia); On-site; USD 180,000 - 240,000; Full time

Job summary

TRM Labs Inc. is hiring an Account Director for the National Security segment.

This remote, full‑time role owns the dedicated, single‑customer strategic sales relationship with a focus on the intelligence community, driving renewals, expansions, and pipeline. You will coordinate with Solutions Architecture and Legal to secure compliant deals while navigating complex procurement and maintaining mission‑aligned engagements.

Qualifications

• Active TS/SCI with Full‑Scope Polygraph required on Day 1.
• U.S. citizenship only.
• 8+ years of enterprise SaaS/software sales in intelligence community or DoD, or 4+ years of deep domain knowledge.
• Pre‑existing named relationships at the Maryland account or within its immediate peer network.
• Track record of closing six‑ and seven‑figure deals in classified government procurement, including IDIQs, OTAs, GWACs, and budget cycles.
• Farmer mentality, strong consultative skills, autonomous, owner‑mindset, and excellent communication in classified and unclassified settings.

Responsibilities

• Own the entire account relationship – map stakeholders from analysts to program leadership, prioritize mission alignment.
• Lead all commercial activity: manage renewals, drive expansions into new programs.
• Generate new pipeline by identifying use cases where TRM’s data and tooling deliver value.
• Develop and maintain a 12‑month rolling account plan, mapping pipeline to programs and budget cycles.
• Partner with Solutions Architecture for technical demonstrations and POCs.
• Advocate for TRM internally, providing mission feedback to product and compliance teams.
• Navigate procurement landscapes: identify contract vehicles, structure compliant deals.

Skills

Enterprise SaaS sales

Strategic account management

Executive stakeholder engagement

Job description

TRM Labs Inc. is hiring an Account Director for the National Security segment.

This remote, full‑time role owns the dedicated, single‑customer strategic sales relationship with a focus on the intelligence community, driving renewals, expansions, and pipeline. You will coordinate with Solutions Architecture and Legal to secure compliant deals while navigating complex procurement and maintaining mission‑aligned engagements.