Strategic Pathfinder Account Director

TRM Labs; United States; On-site; USD 140,000 - 200,000; Full time

Job summary

TRM Labs is seeking an Account Director, Pathfinder to bring our data products to market by expanding and deepening our footprint across existing enterprise accounts. You will work with our founder, CRO, product, and GTM teams to iterate messaging and drive customer impact in US National Security and Defense agencies.

The role requires strong executive presence, strategic thinking, and the ability to lead end-to-end expansion sales from discovery to closure within a fast-paced environment.

Qualifications

• 8+ years in enterprise SaaS sales, ideally selling data, compliance, fraud, or AI products into US National Security and Defense agencies.
• Experience selling 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.

Responsibilities

• Bring new data products to market within existing accounts to uncover high-value opportunities.
• Collaborate with account owners and cross-functional teams to expand value in current customers.
• Lead expansion sales motion from discovery to deal closure.

Skills

Enterprise SaaS sales

Executive presence

Stakeholder mapping

Messaging & positioning

Expansion revenue

Cross-functional collaboration

Education

8+ years enterprise SaaS sales

Job description

TRM Labs is seeking an Account Director, Pathfinder to bring our data products to market by expanding and deepening our footprint across existing enterprise accounts. You will work with our founder, CRO, product, and GTM teams to iterate messaging and drive customer impact in US National Security and Defense agencies.

The role requires strong executive presence, strategic thinking, and the ability to lead end-to-end expansion sales from discovery to closure within a fast-paced environment.