Account Director - National Security at TRM Labs

<h2>Build a Safer World.</h2><p style="min-height:1.5em">TRM Labs provides AI-powered intelligence solutions that help public and private sector agencies investigate and disrupt crime. TRM's platforms enable investigators to trace illicit activity, build cases, and construct operating pictures of threat networks. Leading agencies and businesses worldwide rely on TRM to make the world safer and more secure.</p><p style="min-height:1.5em">The Account Director for a Maryland customer is a dedicated, single-customer strategic sales role embedded within TRM's US National Security team. This person will own TRM's most sensitive and high-stakes intelligence community account — building the trusted relationships, mission alignment, and commercial pipeline needed to make TRM the indispensable blockchain intelligence platform. <br /><br />This role requires an active TS/SCI w FSP Poly clearance on Day 1 and deep prior experience in the customer environment.</p><p style="min-height:1.5em"><strong>The impact you will have:</strong></p><ul style="min-height:1.5em"><li><p style="min-height:1.5em">Own the complete the account relationship — mapping stakeholders from operational analysts through program leadership, identifying mission priorities, and positioning TRM's blockchain intelligence platform as essential infrastructure for their workflows</p></li><li><p style="min-height:1.5em">Lead all commercial activity: managing renewals, driving expansions into new programs, and creating net-new pipeline by identifying use cases where TRM's data and tooling can meaningfully support the mission</p></li><li><p style="min-height:1.5em">Develop and maintain a 12-month rolling account plan, mapping pipeline to named programs, budget cycles, and contract vehicles — always maintaining 3x quota coverage</p></li><li><p style="min-height:1.5em">Partner with TRM's Solutions Architecture team to lead technical demonstrations and proof-of-concept engagements, translating operational requirements into compelling TRM proposals</p></li><li><p style="min-height:1.5em">Serve as the internal voice for TRM — bringing mission feedback to Product, Intel Products, and Compliance Advisory to directly shape TRM's NatSec capabilities</p></li><li><p style="min-height:1.5em">Navigate complex procurement landscape: identifying available contract vehicles, working with TRM Legal and Deal Desk to structure compliant deals, and building pipeline far ahead of budget availability</p></li><li><p style="min-height:1.5em">Develop a roster of internal champions who will advocate for TRM's expansion across new programs and mission sets within the account</p></li></ul><p style="min-height:1.5em"><strong>What we're looking for:</strong></p><ul style="min-height:1.5em"><li><p style="min-height:1.5em">Active TS/SCI with Full-Scope Polygraph (FSP Poly) — required on Day 1; no exceptions. This position requires US Citizenship; candidates with dual citizenship are not eligible.</p></li><li><p style="min-height