TRM Labs
Account Director, Defense
$243K–$310K
United States · Remote · Director · Full-time · Posted Oct 30, 2026
- Visa sponsorship
- Must be a US citizen; no dual citizenship. Active US Government security clearance of TS/SCI or above required.
About the job
Leads Defense sales for TRM’s blockchain intelligence and Ardence AI investigation platforms, managing customer relationships and deals from prospecting through procurement and close.
What you'll do
- Own Defense customer relationships, territory planning, pipeline, quota, and end-to-end sales, including new business, expansions, and renewals.
- Navigate government procurement, develop proposals and mission-specific use cases, and run demos and pilots with Solutions Architecture.
- Coordinate customer feedback with Product, Intel, and Ardence teams and collaborate across the Defense sales team.
What they ask for
- US citizenship (no dual citizenship) and active US Government clearance of TS/SCI or above.
- Enterprise SaaS or technology sales experience selling into DoD, military services, and/or combatant commands; existing relationships with one or more of these customers.
- Track record of closing six- and seven-figure deals through government procurement vehicles and delivering against quota.
- Consultative mission-first selling, clear communication in classified and unclassified settings, daily AI use for unclassified work, and willingness to travel as needed.
Nice to have
- Familiarity with blockchain, digital assets, or illicit finance investigations.
Pay
$243,334 - $310,000 USD (estimated compensation range; type not specified)
Tools
Salesforce, BoostUp, MEDDPICC, IDIQs, OTAs, GWACs, BPAs, GSA schedules
AI focus
Use AI daily for unclassified account research, outreach drafting, and account plans; apply AI to accelerate workflows, solve problems, improve output quality, and increase speed and leverage. AI fluency is assessed during interviews.
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