Global Strategic Account Director - Public Sector

TRM Labs is looking for a Global Strategic Account Director to bring our newest data products to market by expanding and deepening our footprint across existing public sector accounts. This role is for someone who thrives at the intersection of strategy, execution, and customer obsession—someone who’s passionate about helping financial institutions realize entirely new outcomes with TRM’s intelligence platform.

You’ll work directly with TRM’s founder, product, and GTM teams to iterate messaging, learn from the field, and shape how new products drive impact within our most critical Public Sector and other customer relationships.

The impact you will have:

• Bring new data products to market by working within existing Public Sector 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
• Travel frequently across the U.S. to meet with Public Sector clients, participate in events, and host executive briefings

What we’re looking for:

• You’ve been a pathfinder previously, scaling revenue 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.
• 8+ years in enterprise SaaS sales to Public Sector accounts, ideally selling data, compliance, fraud, or AI products into Law Enforcement and US Public Sector; Civilian, National Security and DOD
• 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
• A TS/SCI level clearance is required for this role
• Individual pay is determined by skills, qualifications, experience, and location. The following represents the expected range of compensation for this role:
  • The estimated on target earnings (base and variable commission) for this role is $293,334 - $376,666.
  • Additionally, this role may be eligible to participate in TRM’s equity plan.
  • Please note – we factor in the different costs for geographies outside the United States.

About the Team:

• Our 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.
• Our team predominantly operates in the EST timezone, with some members in PST. We start our day around 8:00 am and typically finish after 5:00 pm. While we may work beyond standard hours when necessary, we deeply respect family time and strive not to intrude on it. We're committed to contributing whenever needed, ensuring our team's success isn't confined to a 40-hour workweek.

Learn about TRM Speed in this position:

• Rapid Opportunity Assessment: You'll swiftly qualify or disqualify opportunities to ensure a strong, future-focused pipeline. Your goal is to add more than $500k in qualified pipeline each month, 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.