Account Director, Cyber & Threat Intel

Build a Safer World.

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.

The Sales Account Director will join a team driving TRM’s go-to-market strategy in the US Private Sector market. This is a high-paced role, with a large volume of accounts that move quickly. The Account Director’s goal will be to expand and strengthen our foothold in the North American private sector space.

We're looking for a customer-obsessed, consultative salesperson to own the entire sales process with new and existing customers. This person will be knowledgeable about cybersecurity and threat intelligence, and feel comfortable navigating complex processes to close six and seven-figure deals.

The impact you will have:

• Connect with current and net new key stakeholders within your territory and identify what matters to them, what are their potential mission applications, who holds budgets, who makes decisions, who influences decisions, who owns which process

• Spearhead the implementation of blockchain intelligence into customer workflows, driving towards intimate understanding of the customers' application of TRMs tooling and data to proactively find ways to improve the customers success.

• Own, plan, execute, and/or quarterback activities to nurture client relationships, feedback loops, referrals, renewals, upsells, cross-sells, expansions

• Create and execute strategic plans for your territory to not only ensure company goals are met across key revenue and churn metrics, but also new growth opportunities are discovered and pursued

• Hone TRM product and customer vertical subject matter expertise to enrich every stage of the sales process from demonstrations to trial to customer advisory sessions to innovation workshops

• Proactively gather and prioritize customer feedback and champion it within TRM

• Develop a roster of happy customers that will refer new prospects, champion TRM, and provide crucial feedback

What we’re looking for:

• At least 8+ years of experience selling SaaS products, or 4 years experience accompanied with expert customer domain and mission knowledge and a background in consulting

• Experience with threat intelligence and cybersecurity products, and their use in financial networks

• Strong knowledge of cybersecurity organizations as well as their workflows, procurement processes, and organizational structures

• Strong customer-facing presentation/listening skills with the ability to establish credibility with senior executives

• A knack for storytelling. You have the ability understand customer needs and build + convey compelling value propositions

• Ability to operate a large volume of accounts that develop quickly

• You find excitement or fulfillment through developing meaningful client relationships, identifying new use cases, obsessing over customer happiness, meeting new contacts within accounts, and closing deals

• Adaptable. Goals can change fast. You anticipate and react quickly

• Autonomous. You own what you work on. You move fast and get things done

• Excellent communication. You will need to communicate complex ideas effectively

• Collaborative. You must work collaboratively in a cross-functional team and with people at all levels in an organization

Life at TRM

We are building a safer world. That promise shows up in how we work every day.

TRM moves quickly. We are a high velocity, high ownership team that expects clarity, follow-through, and impact. People who thrive here are energized by hard problems, experimentation, and continuous feedback. If something takes months elsewhere, it will ship here in days.

Our work sits at the intersection of AI, national security, and fighting crime. The problems are complex, the stakes are real, and the environment evolves quickly. The pace and intensity of the work reflect the importance of the mission. As a result, the way we operate requires a high level of ownership, adaptability, collaboration, and creative problem-solving.

At TRM, you should expect:

• Priorities and targets to change quickly as we experiment and iterate

• Work that often requires operating with a high degree of ambiguity

• A high level of personal ownership and accountability

• Close collaboration across teams and functions

• Frequent, high-touch communicati