Account Director, Pathfinder (National Security)

The role

The Account Director, Pathfinder will bring new data products to market by expanding and deepening the footprint across existing enterprise accounts. You will work with the founder, CRO, product, and GTM teams to iterate messaging and shape how new products drive impact for defense and national security agencies.

What you will do

• Bring new data products to market by working within existing accounts to uncover and activate high-value opportunities
• Partner with account owners and cross-functional teams to help customers discover new use cases and expand value
• Lead the entire expansion sales motion from stakeholder mapping to deal closure
• Collaborate with the founder and product teams to iterate on messaging and refine positioning
• Stay embedded in key accounts through renewals, workshops, advisory sessions, and expansion opportunities

Required qualifications

• 8+ years in enterprise SaaS sales
• Experience selling data, compliance, fraud, or AI products into US National Security and Defense agencies
• Experience working within existing customer relationships to land new product lines and drive expansion revenue
• Track record of success launching early-stage or newly released products into the market
• Strong comfort with technical concepts and data products
• Exceptional executive presence
• Curiosity
• Listening skills
• Comfort navigating ambiguity
• A builder's mindset

Nice to have

• Previously been a pathfinder, scaling a new product from Xmm to XXmm

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
• The 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. It is a Series C company with $220M in total funding.