Strategic Defense Sales Director

Technology Resource Management; United States; Remote; USD 243,000 - 310,000; Full time

Benefits offered by this job

Equity

Commission

Job summary

TRM Labs, a leader in blockchain intelligence, seeks a Sales Account Director for Defense in the US National Security team. You will own end-to-end sales with military services and combatant commands, translating mission needs into TRM use cases, conducting demos, crafting proposals, and driving ARR within a defined territory.

Ideal candidates have DoD government procurement experience, strong relationships with senior military leaders, and a track record of closing multi-million dollar deals.

Qualifications

• Experience selling to DoD and national security programs.
• Proven ability to close six- to seven-figure deals.
• Excellent stakeholder management and proposal writing.
• Strong discovery and consultative selling skills.

Responsibilities

• Own TRM's relationships and end-to-end sales with Defense customers, including new logos, expansions, and renewals against ARR quota.
• Build and maintain a 12-month territory plan mapping stakeholders from operators to mission leadership.
• Generate and report pipeline with 3x quota coverage using MEDDPICC in Salesforce and forecast in BoostUp.
• Navigate Defense procurement vehicles (IDIQs, OTAs, GWACs, BPAs, GSA schedules) with Legal and Deal Desk.
• Translate customer missions into TRM use cases, conduct demos and pilots with Solutions Architecture.
• Write client proposals and briefs; negotiate contracts and SOWs.
• Provide mission feedback to Product/Intel/Ardence teams and coordinate with other Defense ADs.

Skills

DoD/Defense sales

SaaS sales

US Citizenship TS/SCI clearance

Executive relationship management

Job description

TRM Labs, a leader in blockchain intelligence, seeks a Sales Account Director for Defense in the US National Security team. You will own end-to-end sales with military services and combatant commands, translating mission needs into TRM use cases, conducting demos, crafting proposals, and driving ARR within a defined territory.

Ideal candidates have DoD government procurement experience, strong relationships with senior military leaders, and a track record of closing multi-million dollar deals.