Account Director, Public Sector (DHS)

The role

The Account Director, Public Sector will own and grow the footprint across the Department of Homeland Security and adjacent US National Security accounts. This role involves building pipeline, navigating federal procurement, and serving as a US LE liaison.

What you will do

• Serve as the named US LE liaison and single point of contact between TRM and contracting officers and cyber investigators.
• Own and build pipeline across DHS components and adjacent NatSec accounts.
• Map the territory within 30 days and stand up 3x pipeline coverage within 90 days.
• Run end-to-end federal sales cycles including discovery, technical evaluation, procurement, and close.
• Navigate GWACs, BPAs, IDIQs, GSA Schedules, CIO-SP3, SEWP, and Alliant 2.
• Use AI tools like Claude and ChatGPT for prospecting and outbound.
• Position TRM BI and AI products for cyber disruption, illicit finance investigations, and sanctions enforcement.
• Collaborate with Solutions Architects, Global Investigators, Compliance Advisory, and Policy colleagues.

Required qualifications

• 5+ years of Federal SaaS sales with consistent net new ARR attainment in DHS components, US LE / NatSec agencies, or similar federal cyber-focused buyers.
• Demonstrated ability to navigate federal procurement vehicles: GWACs, BPAs, IDIQs, GSA Schedules, CIO-SP3, SEWP, Alliant 2, and FAR-based contracting.
• Proven track record of self-generated pipeline.
• Strong executive presence comfortable at SES level and above.
• Excellent consultative selling skills.
• Demonstrated AI fluency.
• Proficient in Salesforce, BoostUp, and modern AI-powered prospecting tools.

Nice to have

• Existing relationships with DHS, CISA, USSS, HSI / ICE, CBP mission set
• Active US Government Security Clearance (Secret minimum; TS / TS-SCI a plus)
• Crypto, blockchain, AML, Digital Forensics/Incident Response or financial-crime domain experience

Before you apply

• Review the job description carefully and highlight experience and impact that demonstrate required qualifications.
• Provide thoughtful and accurate answers to application questions.
• Interview process includes a case study, an AI skills assessment, and a Leadership Principles interview.
• Use of AI tools during interviews is not permitted without prior approval.

About the company

TRM Labs provides AI-powered intelligence solutions that help public and private sector agencies investigate and disrupt crime. The company is a Series C company with $220M in total funding.