Account Director, Pathfinder (Private Sector)

TRM Labs; Washington (District of Columbia); On-site; USD 141,667 - 158,333; Full time

Benefits offered by this job

Equity plan

Flexible working hours in different time zones

Job summary

TRM Labs is seeking a Global Strategic Account Director in Washington, DC, to drive expansion of new data products across private sector accounts. The ideal candidate has over 8 years of experience in enterprise SaaS sales, successfully launching products, and deeply understanding technical concepts. Responsibilities include owning the sales motion, collaborating with account teams, and expanding customer relationships. The estimated salary ranges from $141,667 - $158,333 plus commission, with equity participation eligibility.

Qualifications

• 8+ years in enterprise SaaS sales with a strong track record.
• Experience expanding customer relationships and opening new accounts.
• Strong comfort with technical concepts and translating value to stakeholders.

Responsibilities

• Bring new data products to market through existing and new accounts.
• Own the full sales motion, from stakeholder mapping to deal closure.
• Collaborate closely with account owners and product teams.

Skills

Enterprise SaaS sales

New product launch experience

Technical concepts understanding

Executive presence

Curiosity and listening skills

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 our footprint across existing private sector accounts and landing net‑new enterprise logos.

The impact you will have:

• Bring new data products to market by working within existing private sector accounts to uncover and activate high-value expansion opportunities, while simultaneously hunting for net‑new enterprise logos
• Own the full sales motion across both expansion and new business—from stakeholder mapping and needs discovery to solution development and deal closure
• Partner closely with account owners and cross‑functional teams to deepen relationships already in place, helping customers discover new use cases and expand value
• Collaborate with our founder and product teams to iterate on messaging, refine positioning, and surface field feedback that informs roadmap and strategy
• Stay embedded in key accounts through renewals, workshops, advisory sessions, and executive briefings—while building new relationships at greenfield accounts

What we’re looking for:

• You've been a pathfinder before—scaling >$2.5M in under 12 months for a new product. You understand how to listen to the market, bring insights back quickly, and iterate on messaging in real time
• 8+ years in enterprise SaaS sales, with a strong track record selling into large private sector organisations across any vertical
• Proven ability to both expand within existing customer relationships and open net‑new accounts at the enterprise level; you're equally comfortable navigating renewal conversations and cold-starting new opportunities
• Experience 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 clearly to business, compliance, or risk stakeholders
• 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.

About the team

• The Private Sector Business Development team is made of independent sales leaders who take ownership and initiative of their territory and responsibilities. Because we’re a global team, each team member is a master of their own territory.
• We work asynchronously to share intel, win strategies, and support one another when prospects cross time zones.
• Knowing the impact that our work has on the future of TRM, we’re scrappy and find ways to get things done and overcome any challenges that come our way.
• Each team member works according to typical business hours in their territory. At times, it’s necessary for the team to meet together a few hours earlier or later than an individual’s local business hours, but those occasions are planned in advance.