Account Director, Public Sector (DHS)

Job Summary

The Account Director, Public Sector at TRM Labs will own and grow TRM's footprint across the Department of Homeland Security and adjacent US National Security and Partner accounts. The role involves expanding TRM's coverage of US Federal LE cyber missions, serving as the named US LE liaison, and running end-to-end federal sales cycles.

Key Responsibilities

• Serve as the named US LE liaison and 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 FAR-based procurement, 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.

Preferred Qualifications

• 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.

What We Offer

• Competitive compensation package.
• Flexible work schedule.
• Opportunities for professional growth and development.
• Collaborative and inclusive work environment.
• Truly mission-driven work that makes a difference.

About TRM Labs

TRM Labs provides AI-powered intelligence solutions that help public and private sector agencies investigate and disrupt crime. We are committed to making the world safer and more secure.

Company Culture

We are a high velocity, high ownership team that expects clarity, follow-through, and impact. We move quickly and are energized by hard problems, experimentation, and continuous feedback. We thrive in ambiguity and are committed to building a safer world for billions of people.

Privacy Policy

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Additional Information

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