Account Director State and Local Law Encement

About the Role

Build to Protect Civilization TRM is a blockchain intelligence company that’s on a mission to build a safer world for billions of people. The Sales Account Director will join a team driving TRM’s crypto go‑to‑market strategy for State and Local Law Enforcement customers. Your goal is to increase and strengthen our foothold in the space by owning the entire sales process with new and existing customers in the cryptocurrency ecosystem and closing six‑ and seven‑figure deals.

• Account Mapping – Connect with key stakeholders within State and Local Law Enforcement, identify their priorities, use cases and budget holders, decision makers and influencers.
• Prospecting – Discover new stakeholders, articulate potential use cases and map decision‑making flows.
• Nurturing – Own, plan, execute and oversee activities to nurture client relationships, drive referrals, renewals, upsells, cross‑sell opportunities and expansions.
• Account Planning – Create and execute strategic plans for State and Local Law Enforcement customers to meet revenue and churn metrics while uncovering new growth opportunities.
• Product and Subject Matter Expertise – Hone knowledge of the TRM product suite and the regulatory context to enrich every stage of the sales cycle from demonstrations to trials to advisory sessions to innovation workshops.
• Customer Advocacy – Proactively gather, prioritise and champion customer feedback within TRM.
• Loyalty – Build a roster of satisfied customers who refer new prospects and champion TRM.

• 8+ years of experience selling SaaS products into State and Local Law Enforcement agencies.
• Deep knowledge of State and Local Law Enforcement accounts and their workflows.
• Experience with government contracting and a strong network of partners across government.
• Excellent customer‑facing presentation, listening and storytelling skills with senior law‑enforcement executives.
• Ability to understand customer needs and articulate compelling value propositions.
• Adaptable, able to manage rapidly changing goals.
• Autonomous, collaborative and an excellent communicator.

Our public‑sector team collaborates closely, shares opportunities and competitive insights, and prioritises customer missions. Communication is primarily through Slack, with weekly one‑on‑one meetings, bi‑weekly team meetings and monthly pod meetings. The team is largely in the EST timezone, with some members in PST; standard working hours are 8 am‑5 pm and we respect work‑life balance.

• Rapid opportunity assessment – qualify or disqualify opportunities quickly to maintain a strong, future‑focused pipeline.
• Sales campaigns – develop two new sales campaigns per month to accelerate pipeline growth and generate in‑quarter opportunities.
• Strategic sales planning – regularly update and evaluate a strategic sales plan for Tier 1 customers and identify potential Tier 1 prospects monthly.