Regional Vice President - Federal Civilian Sales

TRM Labs is a blockchain intelligence company committed to fighting crime and creating a safer world. By leveraging blockchain data, threat intelligence, and advanced analytics, our products empower governments, financial institutions, and crypto businesses to combat illicit activity and global security threats. At TRM, you'll join a mission-driven, fast-paced team made up of experts in law enforcement, data science, engineering, and financial intelligence, tackling complex global challenges daily. Whether analyzing blockchain data, developing cutting-edge tools, or collaborating with global organizations, you'll have the opportunity to make a meaningful and lasting impact.

The Regional Vice President (RVP) for Federal Civilian will lead TRM's go-to-market efforts across U.S. Federal Civilian agencies, owning both strategy and execution for a portfolio of high-value government customers. As an inspiring sales leader, you will build and manage a small but high-performing team of AEs, and personally lead executive-level engagements with senior agency stakeholders. This is a key leadership role for TRM’s Public Sector growth trajectory — driving both revenue and organizational scaling within the Federal Civilian market.

We’re looking for a player-coach who thrives in high-velocity, high-complexity environments, and brings deep expertise in enterprise SaaS sales to the federal space. The ideal candidate combines strategic planning, customer obsession, and operational rigor — with a proven ability to win the trust of government buyers and scale a sales territory from the ground up.

The impact you will have:

• Define and drive the regional GTM strategy for Federal Civilian agencies across the U.S.
• Personally manage top strategic accounts and own executive relationships that influence adoption, expansion, and mission alignment
• Coach and develop a team of quota-carrying AEs to exceed pipeline, forecasting, and revenue targets
• Build repeatable systems for pipeline generation, deal inspection, cross-functional collaboration, and agency expansion
• Partner with Product and Customer Success to ensure alignment on agency mission needs, roadmap feedback, and renewal/expansion strategy
• Track and improve KPIs across deal cycle velocity, win rates, forecast accuracy, and rep productivity
• Deliver consistent execution and excellence across large-scale sales campaigns, executive briefings, and multi-agency negotiations
• Maintain strong knowledge of the procurement, compliance, and regulatory environments shaping Federal Civilian agencies
• Represent TRM at government forums, conferences, and agency executive briefings as a thought leader

What we’re looking for:

• 10+ years of experience in enterprise SaaS sales, with 3+ years in sales leadership or player-coach roles
• Proven track record managing large, complex sales cycles with C-level or senior agency stakeholders
• Deep understanding of Federal Civilian procurement dynamics, data security, and compliance frameworks
• Demonstrated ability to hire, coach, and develop AEs; ability to uplevel team performance with clarity and compassion
• Familiarity with blockchain intelligence, fraud investigations, AML/KYC workflows, and digital asset ecosystems
• Strong forecasting, planning, and territory management skills — highly analytical and detail-oriented
• A consultative, mission-driven sales approach grounded in value creation and long-term partnerships
• Comfortable operating in high-change environments; thrives with autonomy and ownership
• Excellent verbal and written communication skills; ability to influence cross-functionally at all levels
• Experience working with tools like Salesforce, Gong, Terret, Highspot, and Glean

About the Team:

• Our GTM team is highly collaborative, sharing insights, blockers, and competitive intelligence in real-time. We prioritize impact and pace over hierarchy.
• We use Slack for most communication, with regular @mentions and deal updates to stay aligned.
• We hold weekly 1:1s, bi-weekly team calls, and monthly go-to-market syncs with Product, Marketing, and Customer Success.
• Our team spans time zones but works primarily EST hours. We prioritize responsiveness, accountability, and ownership.
• Our customers’ mission success is our North Star. We celebrate wins — but also learn from losses to continuously sharpen our execution.

Learn about TRM Speed in this position: