Strategic Account Director, Pathfinder (National Security) at TRM Labs answer
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Job Description
<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">TRM Labs is looking for a <strong>Global Strategic Account Director</strong> to bring our newest data products to market by expanding and deepening our footprint across existing enterprise accounts. This role is for someone who thrives at the intersection of strategy, execution, and customer obsession—someone who’s passionate about helping defense and national security agencies realize entirely new outcomes with TRM’s intelligence platform.</p><p style="min-height:1.5em">You’ll work directly with TRM’s founder, CRO, product, and GTM teams to iterate messaging, learn from the field, and shape how new products drive impact within our most critical customer relationships.</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"><strong>Bring new data products to market</strong> by working within existing accounts to uncover and activate high-value opportunities</p></li><li><p style="min-height:1.5em">Partner closely with account owners and cross-functional teams to <strong>collaborate on relationships already in place</strong>, helping customers discover new use cases and expand value</p></li><li><p style="min-height:1.5em">Lead the <strong>entire expansion sales motion</strong>—from stakeholder mapping and needs discovery to solution development and deal closure</p></li><li><p style="min-height:1.5em">Collaborate with our founder and product teams to <strong>iterate on messaging</strong>, refine positioning, and surface feedback that informs roadmap and strategy</p></li><li><p style="min-height:1.5em">Stay embedded in key accounts through renewals, workshops, advisory sessions, and expansion opportunities</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">You’ve been a pathfinder previously, scaling a new <em>product</em> 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.</p></li><li><p style="min-height:1.5em">8+ years in enterprise SaaS sales, ideally selling data, compliance, fraud, or AI products into US National Security and Defense agencies.</p></li><li><p style="min-height:1.5em">Experience working within <strong>existing customer relationships</strong> to land new product lines and drive expansion revenue</p></li><li><p style="min-height:1.5em">A track record of success launching early-stage or newly rel