Account Director, Defense

United States, Remote. Posted 15 days ago

The role

The Sales Account Director for Defense leads go-to-market efforts with military services and combatant commands. You will build relationships, align blockchain and AI platforms to customer missions, and drive pipeline and ARR.

What you will do

Own relationships and end-to-end sales processes for assigned Defense customers
Build and maintain a 12-month territory plan updated quarterly
Generate, maintain, and report against a pipeline of strategic opportunities
Navigate Defense procurement including IDIQs, OTAs, GWACs, BPAs, and GSA schedules
Translate customer mission needs into TRM use cases
Run demos and pilots with Solutions Architecture
Write client proposals and briefs
Negotiate contracts and SOWs
Bring mission feedback from customers to Product, Intel, and Ardence teams

Required qualifications

US Citizenship (no dual citizenship)
Active US Government security clearance of TS/SCI or above
Enterprise SaaS or technology sales experience selling into DoD, the military services, and/or combatant commands
Existing relationships with one or more of the military services or combatant commands
Credibility with senior military and civilian leaders
Track record of closing six- and seven-figure deals through government procurement vehicles
Track record of delivering against quota
Consultative, mission-first selling skills
Owner mindset
Clear, structured communication in classified and unclassified settings
Daily AI use for unclassified work

Nice to have

Familiarity with blockchain, digital assets, or illicit finance investigations

Benefits

Equity plan eligibility

Before you apply

Must have US Citizenship
Must have active US Government security clearance of TS/SCI or above
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 delivers a blockchain intelligence data platform to financial institutions, crypto companies, and governments.