Account Director - State and Local Law Enforcement

About the role

The Sales Account Director will join a team driving TRM’s crypto go-to-market strategy for State and Local Law Enforcement 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 State and Local 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 State and Local 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
• 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 State and Local Law Enforcement 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 State and Local Law Enforcement agencies
• Strong knowledge of State and Local 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 State and Local Law Enforcement 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

What we’re looking for

• Experience selling SaaS products into State and Local Law Enforcement agencies
• Knowledge of State and Local Law Enforcement accounts and their workflows
• Government contracting experience
• Strong customer-facing presentation/listening skills
• A knack for storytelling
• Adaptability
• Autonomy and collaboration
• Excellent communication skills

Team Culture

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.

TRM Life

• 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.

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.

Life at TRM

• Rapid Opportunity Assessment: You'll swiftly qualify or disqualify opportunities to ensure a strong, future-focused pipeline. Your goal is to add more than $150K in qualified pipeline each week, targeting next quarter and beyond.
• Sales Campaigns: You'll develop two new sales campaigns each month to accelerate pipeline growth, with a focus on generating in-quarter opportunities.
• Strategic Sales Planning: You'll regularly update and evaluate a strategic sales plan for all Tier 1 current customers and identify potential Tier 1 prospects on a monthly basis.

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

Company Values

• Building a safer world
• High-velocity, high-ownership
• Clarity, follow-through, and impact

Interviewing at TRM

• How We Hire and What Success Looks Like

Join our Mission

• At TRM we care deeply about our craft. We are looking for individuals who want their work to matter, who experiment with speed and rigor, and who take pride in building a safer world for billions of people.

Privacy Policy

By submitting your application, you are agreeing to allow TRM to process your personal information in accordance with the TRM Privacy Policy. Our typical hiring cycles for specialized roles span 24 to 36 months. Accordingly, we retain your personal information for up to 36 months to evaluate your application and to consider you for current and future employment opportunities, unless you request earlier deletion or a different retention period is required or permitted by law.

Reporting Non-Compliance

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Company Values

• Building a safer world
• High-velocity, high-ownership
• Clarity, follow-through, and impact

FAQs

• Learn More: Company Values | Interviewing | FAQs