Account Director, Public Sector; NA FedCiv

Build a Safer World.

TRM Labs provides blockchain analytics and AI solutions to help law enforcement, national security agencies, financial institutions, and cryptocurrency businesses detect, investigate, and disrupt crypto‑related fraud and financial crime. TRM’s platform traces the source and destination of funds, identifies illicit activity, builds cases, and constructs an operating picture of threats.

We are looking for an Account Director, Federal Civilian (North America) to own and grow TRM’s footprint across the U.S. Federal Civilian regulatory ecosystem. This strategic backfill role requires a self‑sufficient territory owner who can actively build pipeline, navigate federal procurement, and credibly position TRM solutions to senior regulatory stakeholders.

• Drive new ARR by closing government regulatory agencies — owning the full sales cycle end‑to‑end
• Map and tier the NA Fed Civ territory within 30 days, building 3x pipeline coverage
• Build deep, trust‑based relationships with senior stakeholders at regulatory federal civilian agencies
• Represent TRM’s platforms with consultative expertise — understanding the investigative workflows customers rely on, not just product features
• Collaborate with Solutions Architecture, Global Investigations, Compliance Advisory, and Policy teams to bring TRM’s full expertise into complex federal opportunities
• Maintain rigorous forecast discipline

• 5+ years of Federal Civilian SaaS sales experience with consistent net new ARR attainment in government regulatory agencies
• Demonstrated ability to navigate federal procurement vehicles — GWACs, BPAs, IDIQs, sole‑source justifications, and multi‑year contracting structures
• Regulatory or crypto domain experience — familiarity with AML, financial crime investigation, and blockchain forensics strongly preferred
• Proven track record of self‑generated pipeline — this is a territory‑ownership role, not a lead‑harvesting role
• Strong executive presence; comfortable engaging at the SES level and above in both technical and non‑technical conversations
• Excellent consultative selling skills — listens first, proposes second, always ties back to agency mission
• Proficient in Salesforce, and modern AI‑powered prospecting tools
• Experience in a high‑accountability, data‑driven sales culture where performance is transparent

• Estimated base salary range: $171,667 – $180,000 plus commission
• Role may be eligible to participate in TRM’s equity plan

• NA Public Sector team operates at the intersection of crypto crime and federal regulatory enforcement
• Culture is direct, mission‑driven, and fast‑paced — each AD operates like a business owner within their territory
• Use AI aggressively to eliminate admin overhead and focus seller time on high‑value customer interactions
• Role offers significant autonomy with equally significant accountability