Account Director, National Security
The Account Director for a Maryland customer is a dedicated strategic sales role within TRM Labs' US National Security team. The role focuses on blockchain intelligence solutions, classified government procurement, customer relationships, account planning, and commercial growth.
Responsibilities
- Own the complete account relationship
- Map stakeholders and identify mission priorities
- Manage renewals and drive expansions
- Create new pipeline from mission use cases
- Develop a 12-month rolling account plan
- Lead technical demonstrations and proof-of-concept engagements
- Translate operational requirements into proposals
- Bring mission feedback to Product, Intel Products, and Compliance Advisory
- Navigate contract vehicles and structure compliant deals
- Develop internal customer champions
Requirements
- Active TS/SCI with Full-Scope Polygraph required on Day 1
- US Citizenship required
- No dual citizenship
- 8+ years of enterprise SaaS/software sales into intelligence community or DoD agencies, or 4+ years with deep customer mission-domain knowledge
- Pre-existing relationships at the Maryland account or immediate peer network
- Track record of closing six- and seven-figure deals in classified government procurement environments
- Experience with IDIQs, OTAs, GWACs, and government budget cycles
- Strong consultative skills
- Ability to write proposals and build briefings independently
- Excellent communication in classified and unclassified settings
Benefits
- Remote work option