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Account Director, Public Sector (DHS)

TRM Labs · Washington, DC · 3 mo ago
RemoteRemoteSales$220/hrFull-time

About the role

TRM Labs is looking for an Account Director, Public Sector to own and grow TRM's footprint across the Department of Homeland Security and adjacent US National Security and Partner accounts, with the primary responsibility of expanding TRM's coverage of US Federal LE cyber missions.

Responsibilities

  • Serve as the named US LE liaison and the trusted single point of contact between TRM and contracting officers and cyber investigators.
  • Own and build pipeline across DHS components (CISA, USSS, HSI / ICE, CBP) and adjacent NatSec accounts.
  • Map the territory within 30 days and stand up 3x pipeline coverage within 90 days.
  • Run end-to-end federal sales cycles: discovery, technical evaluation, procurement, and close.
  • Navigate GWACs, BPAs, IDIQs, GSA Schedules, CIO-SP3, SEWP, and Alliant 2 without hand-holding.
  • Use AI as the default first move across the workflow: Claude and ChatGPT for prospecting and outbound.
  • Aim to free 4 to 10 hours a week of admin time and redirect it to customer engagement.
  • Position TRM BI and AI products as mission-critical platforms for cyber disruption, illicit finance investigations, and sanctions enforcement.
  • Bring Solutions Architects, Global Investigators, Compliance Advisory, and Policy colleagues into the right conversations at the right time.

Requirements

  • 5+ years of Federal SaaS sales with consistent net new ARR attainment in DHS components, US LE / NatSec agencies, or similar federal cyber-focused buyers.
  • Demonstrated ability to navigate federal procurement vehicles: GWACs, BPAs, IDIQs, GSA Schedules, CIO-SP3, SEWP, Alliant 2, and FAR-based contracting.
  • Existing relationships with DHS, CISA, USSS, HSI / ICE, CBP mission set strongly preferred.
  • Active US Government Security Clearance strongly preferred (Secret minimum; TS / TS-SCI a plus).
  • Proven track record of self-generated pipeline.
  • Strong executive presence; comfortable at SES level and above.
  • Excellent consultative selling skills, listening first, proposing second, always tying back to agency mission.
  • Demonstrated AI fluency.
  • Comfortable using AI tools daily across prospecting, account research, outbound, RFP, and reporting.
  • Proficient in Salesforce, BoostUp, and modern AI-powered prospecting tools.
  • Crypto, blockchain, AML, Digital Forensics/Incident Response or financial-crime domain experience strongly preferred.

Skills

  • Demonstrated AI fluency, with the ability to apply AI to accelerate and reimagine workflows.
  • Strong understanding of federal procurement vehicles and processes.
  • Excellent consultative selling skills and executive presence.
  • Proficiency in Salesforce, BoostUp, and modern AI-powered prospecting tools.

Life at TRM

TRM is a high-velocity, high-ownership team that expects clarity, follow-through, and impact. People who thrive here are energized by hard problems, experimentation, and continuous feedback. The company operates as a distributed-first company with hubs in Los Angeles, San Francisco, New York, Washington D.C., London, and Singapore.

At TRM, you can expect priorities and targets to change quickly, work that often requires operating with a high degree of ambiguity, and a high level of personal ownership and accountability. The company values impact-oriented trailblazers, master craftspersons, and inspiring colleagues who can add clarity and energy to the team.

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