Account Director, Public Sector; DHS) Direct Sales

TRM Labs provides AI-powered intelligence solutions that help public and private sector agencies investigate and disrupt crime. TRM's platforms enable investigators to trace illicit activity, build cases, and construct operating pictures of threat networks. Leading agencies and businesses worldwide rely on TRM to make the world safer and more secure.

We are looking for an Account Director, Public Sector to own and grow TRM's footprint across the Department of Homeland Security and adjacent US National Security and Partner accounts, with the primary responsibility of expanding TRM's coverage of US Federal LE cyber missions.

This is a high-trust, territory-owner role for a self-sufficient federal seller who can independently build pipeline, navigate FAR-based procurement, and serve as a credible US LE liaison.

The impact you will have:

• Serve as the named US LE liaison and the trusted single point of contact between TRM and contracting officers and cyber investigators.
• Own and build pipeline across DHS components (CISA, USSS, HSI / ICE, CBP) and adjacent Nat Sec accounts. Map the territory within 30 days and stand up 3x pipeline coverage within 90 days.
• Run end-to-end federal sales cycles: discovery, technical evaluation, procurement, and close. Navigate GWACs, BPAs, IDIQs, GSA Schedules, CIO-SP3, SEWP, and Alliant 2 without hand-holding.
• Use AI as the default first move across the workflow:
  Claude and ChatGPT for prospecting and outbound. Aim to free 4 to 10 hours a week of admin time and redirect it to customer engagement.
• Position TRM BI and AI products as mission-critical platforms for cyber disruption, illicit finance investigations, and sanctions enforcement. Bring Solutions Architects, Global Investigators, Compliance Advisory, and Policy colleagues into the right conversations at the right time.

What we're looking for:

• 5+ years of Federal SaaS sales with consistent net new ARR attainment in DHS components, US LE / Nat Sec 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.
• Existing relationships with DHS, CISA, USSS, HSI / ICE, CBP mission set strongly preferred. Active US Government Security Clearance strongly preferred (Secret minimum; TS / TS-SCI a plus).
• Proven track record of self-generated pipeline. This is a territory-ownership role, not a lead-harvesting role.
• Strong executive presence; comfortable at SES level and above. Excellent consultative selling skills, listening first, proposing second, always tying back to agency mission.
• Demonstrated AI fluency. Comfortable using AI tools daily across prospecting, account research, outbound, RFP, and reporting.
• Proficient in Salesforce, Boost Up, and modern AI-powered prospecting tools.
• Crypto, blockchain, AML, Digital Forensics/Incident Response or financial-crime domain experience strongly preferred.

Our process is designed to understand how you think, solve problems, and deliver impact, while allowing you to evaluate TRM. Most interview processes include a case study, an AI skills assessment, and a Leadership Principles interview.

• Recruiter Intro:
  Qualifications, motivations, and alignment with the role.
• Hiring Manager:
  Deep dive into your relevant experience, skills, and impact.
• First Round: 1–2 interviews focused on the skills most critical to the role.
• Final Round:
  Hands‑on case study. This is usually a panel‑style session where we go deeper into your craft, problem‑solving, and alignment with TRM.
• References:
  Former colleagues who can provide insight into your work and impact.
• Offer:
  
  Congrats! Your recruiter will present the offer and compensation…