Strategic Account Director, Pathfinder (National Security)

Impact You Will Have

• Bring new data products to market by working within existing accounts to uncover and activate high-value opportunities
• Partner closely with account owners and cross-functional teams to collaborate on relationships already in place, helping customers discover new use cases and expand value
• Lead the entire expansion sales motion—from stakeholder mapping and needs discovery to solution development and deal closure
• Collaborate with our founder and product teams to iterate on messaging, refine positioning, and surface feedback that informs roadmap and strategy
• Stay embedded in key accounts through renewals, workshops, advisory sessions, and expansion opportunities

What We’re Looking For

• You’ve been a pathfinder previously, scaling a new product from Xmm to XXmm for a new product.
• You understand how to listen to the market, bring insights back to the company for rapid product evolution, and how to iterate quickly on messaging.
• Experience working within existing customer relationships to land new product lines and drive expansion revenue.
• A track record of success launching early-stage or newly released products into the market.
• Strong comfort with technical concepts and data products—you understand what they do (and don’t do) and can translate that value to customers.
• Exceptional executive presence, curiosity, listening skills, and comfort navigating ambiguity.
• A builder’s mindset—you enjoy shaping the GTM playbook, not just executing one.

About The Team

The Public Sector Business Development team is made of independent sales leaders who take ownership and initiative of their territory and responsibilities. Because we're a global team, each team member is a master of their own territory. We work asynchronously to share intel, win strategies, and support one another when prospects cross time zones. Knowing the impact that our work has on the future of TRM, we're scrappy and find ways to get things done and overcome any challenges that come our way. Each team member works according to typical business hours in their territory. At times, it's necessary for the team to meet together a few hours earlier or later than an individual's local business hours, but those occasions are planned in advance.

Life at TRM

• Returning prospect and customer communications within 24 hours at most, typically faster.
• Raising any customer concerns to the relevant internal teams promptly and ensuring.
• Responding to internal requests (asks re: customer, prospect, and market information that can range from small to large projects) as quickly as possible.

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.

Join Our Mission

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. If you're excited by TRM's mission but don't check every box, we encourage you to apply — we hire for slope, judgment, and the will to learn fast.

Privacy Policy And Additional Information

By submitting your application, you agree to allow TRM Labs to process your personal information in accordance with our Privacy Policy. We collect the information you provide (such as your resume, work history, and contact details) solely for the purpose of evaluating your candidacy for current and future roles at TRM. Because our hiring cycles for certain positions may span 24 to 36 months, we retain your personal information for up to 36 months from the date of your application. After that period, your data is deleted unless a different retention period is required or permitted by law. If you are located in the European Economic Area, the United Kingdom, or another jurisdiction with applicable data protection laws, you have the right to access, correct, or request deletion of your personal data at any time before that period ends. To exercise any of these rights, contact us at privacy@trmlabs.com.

TRM Labs

• Series C company with $220M in total funding, backed by Blockchain Capital, Goldman Sachs, Bessemer, Y Combinator, Thoma Bravo, and others.
• Headquartered in San Francisco, TRM operates as a distributed-first company with hubs in Los Angeles, San Francisco, New York, Washington D.C., London, and Singapore.