Account Director, Pathfinder (National Security)

TRM Labs; United States; On-site; USD 141,667 - 158,333; Full time

Benefits offered by this job

Participation in equity plan

Commission structure

Job summary

TRM Labs is seeking a Global Strategic Account Director to enhance enterprise account growth with its latest data products. You will collaborate with teams across the company and will be crucial in driving product impact.

Ideal candidates will have over 8 years in enterprise SaaS sales, great customer relationship skills, and proven success in launching new products in the defense and national security sectors.

Compensation includes a base salary ranging from $141,667 to $158,333 plus commission.

Qualifications

• 8+ years in enterprise SaaS sales, ideally in data or AI products.
• Track record of launching new products into market.
• Exceptional listening skills and comfort with ambiguity.

Responsibilities

• Bring new data products to market by uncovering high-value opportunities.
• Partner with account owners to facilitate customer value expansion.
• Lead expansion sales motion from needs discovery to deal closure.

Skills

Enterprise SaaS sales

Customer relationship management

Product launch

Data products knowledge

Strong executive presence

Job description

Build a Safer World

TRM Labs provides AI-powered intelligence solutions that help public and private sector agencies investigate and disrupt crime. TRM’s platforms enable investigators to trace illicit activity, build cases, and construct operating pictures of threat networks. Leading agencies and businesses worldwide rely on TRM to make the world safer and more secure.

TRM Labs is looking for a Global Strategic Account Director to bring our newest data products to market by expanding and deepening our footprint across existing enterprise accounts. This role is for someone who thrives at the intersection of strategy, execution, and customer obsession—someone who’s passionate about helping defense and national security agencies realize entirely new outcomes with TRM’s intelligence platform.

You’ll work directly with TRM’s founder, CRO, product, and GTM teams to iterate messaging, learn from the field, and shape how new products drive impact within our most critical customer relationships.

The impact you will have

• Bring new data products to market by working within existing accounts to uncover and activate high-value opportunities
• Partner closely with account owners and cross-functional teams to collaborate on relationships already in place, helping customers discover new use cases and expand value
• 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

What we’re looking for

• You’ve been a pathfinder previously, scaling a new product from Xmm to XXmm. You understand how to listen to the market, bring insights back to the company for rapid product evolution, and how to iterate quickly on messaging.
• 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
• A track record of success launching early-stage or newly released products into the market
• Strong comfort with technical concepts and data products—you understand what they do (and don’t do) and can 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

Compensation

• The estimated base salary range for this role is $141,667 - $158,333 plus commission
• Additionally, this role may be eligible to participate in TRM’s equity plan.
• Please note – we factor in the different costs for geographies outside the United States.