Account Director - DoS / USSS / NCFI

About the role

The Sales Account Director will join a team driving TRM’s crypto go-to-market strategy for the DoS / USSS / NCFI customers. Your goal will be to increase and strengthen our foothold in the space. We're looking for a customer-obsessed, consultative salesperson to own the entire sales process with new and existing customers.

Responsibilities

• Account Mapping - Connect with all the current key stakeholders within the DoS / USSS / NCFI as well as Law Enforcement and identify what matters to them, what are their potential use cases, who holds budgets, who makes decisions, who influences decisions, who owns which process
• Prospecting - Discover new stakeholders within the DoS / USSS / NCFI and identify what matters to them, what are their potential use cases, who holds budgets, who makes decisions, who influences decisions, who owns which process
• Nurturing - Own, plan, execute, and/or quarterback activities to nurture client relationships, feedback loops, referrals, renewals, upsells, cross-sells, expansions
• Account Planning - Create and execute strategic plans for the DoS / USSS / NCFI to not only ensure company goals are met across key revenue and churn metrics, but also new growth opportunities are discovered and pursued
• Product and Subject Matter Expertise - Hone TRM product and customer vertical subject matter expertise to enrich every stage of the sales process from demonstrations to trial to customer advisory sessions to innovation workshops
• Customer Advocacy - Proactively gather and prioritize customer feedback and champion it within TRM
• Loyalty - Develop a roster of happy customers that will refer new prospects, champion TRM, and provide crucial feedback

Requirements

At least 8+ years of experience selling SaaS products into Federal Law Enforcement agencies
Strong knowledge of the DoS / USSS / NCFI and other Law Enforcement accounts and their workflows
Knows government contracting and has a rich set of Partners across Government.
Strong customer-facing presentation/listening skills with the ability to establish credibility with senior DoS / USSS / NCFI executives
A knack for storytelling. You have the ability understand customer needs and build + convey compelling value propositions
Adaptable. Goals can change fast. You anticipate and react quickly
Autonomous, collaborative and an excellent communicator

Qualifications

Experience in the cryptocurrency ecosystem
Knowledge of government contracting and partners in the DoS / USSS / NCFI space
Ability to navigate complex processes to close six and seven figure deals

Skills

Strong customer-facing presentation/listening skills
Storytelling ability
Adaptability
Government contracting knowledge
Experience in the cryptocurrency ecosystem

Benefits

TRM is trusted by leading agencies and businesses worldwide who rely on TRM to enable a safer, more secure world for all.

Pay

TBD

Schedule

TBD

About the Team

Our public sector team thrives on collaboration, always looking out for each other by sharing opportunities and competitive insights. We actively exchange ideas and strategies to boost each other's sales efforts. Communication is key, and we primarily use Slack, making sure to @mention colleagues for timely responses. Our routine includes weekly 1-on-1 meetings with managers, bi-weekly team meetings, and monthly Pod meetings with the broader support organization. Above all, we prioritize our customers' missions, and this dedication is reflected in every aspect of our TRM life.

Life at TRM

We are building a safer world. That promise shows up in how we work every day. TRM runs fast. Really fast. We’re a high-velocity, high-ownership team that expects clarity, follow-through, and impact. People who thrive here are energized by hard problems, experimentation, and direct feedback. If something takes months elsewhere, it often ships here in days. That pace isn’t for everyone. If you are optimizing primarily for consistent work-life balance, use the interview process to pressure-test fit. We want teammates who thrive here, not just survive here.

AI Fluency at TRM

AI fluency is a baseline expectation at TRM. We believe AI meaningfully changes how top performers operate. We expect every team member to use AI to accelerate and reimagine their craft, not just automate surface tasks. At TRM, AI fluency means you are among the top 10 percent of operators in your function in how you apply AI to: Accelerate repeatable workflows Structure and solve problems Improve output quality Increase speed and leverage

Leadership Principles

Impact-Oriented Trailblazer: We put customers first and move with speed, focus, and adaptability. We treat every plan like an experiment – test, ship, measure, and iterate quickly.
Master Craftsperson: We care deeply about our craft. We balance speed with high standards, own outcomes end-to-end, and invest in getting better everyday.
Inspiring Colleague: We add clarity and energy, not noise. We bring humility, candor, and a one-team mindset — giving and receiving feedback to make the team stronger.

Learn More

Interviewing at TRM: How We Hire and What Success Looks Like