Account Director - National Security

The Account Director for a Maryland customer is a dedicated, single-customer strategic sales role embedded within TRM's US National Security team. This person will own TRM's most sensitive and high-stakes intelligence community account - building the trusted relationships, mission alignment, and commercial pipeline needed to make TRM the indispensable blockchain intelligence platform. This role requires an active TS/SCI w FSP Poly clearance on Day 1 and deep prior experience in the customer environment. The impact you will have: • Own the complete the account relationship - mapping stakeholders from operational analysts through program leadership, identifying mission priorities, and positioning TRM's blockchain intelligence platform as essential infrastructure for their workflows • Lead all commercial activity: managing renewals, driving expansions into new programs, and creating net-new pipeline by identifying use cases where TRM's data and tooling can meaningfully support the mission • Develop and maintain a 12-month rolling account plan, mapping pipeline to named programs, budget cycles, and contract vehicles - always maintaining 3x quota coverage • Partner with TRM's Solutions Architecture team to lead technical demonstrations and proof-of-concept engagements, translating operational requirements into compelling TRM proposals • Serve as the internal voice for TRM - bringing mission feedback to Product, Intel Products, and Compliance Advisory to directly shape TRM's NatSec capabilities • Navigate complex procurement landscape: identifying available contract vehicles, working with TRM Legal and Deal Desk to structure compliant deals, and building pipeline far ahead of budget availability • Develop a roster of internal champions who will advocate for TRM's expansion across new programs and mission sets within the account What we're looking for: • Active TS/SCI with Full-Scope Polygraph (FSP Poly) - required on Day 1; no exceptions. This position requires US Citizenship; candidates with dual citizenship are not eligible. • 8+ years of enterprise SaaS/software sales into intelligence community or DoD agencies, OR 4+ years with deep demonstrated domain knowledge specific to the customers' mission environment • Pre-existing named relationships at the Maryland account or within its immediate peer network - you are known and trusted in this community • Demonstrated track record of closing six and seven-figure deals in classified government procurement environments, including experience with IDIQs, OTAs, GWACs, and government budget cycles • Farmer mentality: you find fulfillment in deepening long-term customer relationships, obsessing over mission alignment, and building the trust that leads to multi-year, multi-program partnerships • Strong consultative skills - you ask great discovery questions, listen actively, and build compelling narratives that tie TRM's capabilities to the customer's specific mission outcomes • Autonomous and owner-minded: you write your own proposals, build your own briefings, and do not rely on leadership to close deals • Excellent communication in both classified and unclassified settings: you can present complex blockchain intelligence concepts clearly to non-technical mission owners and to senior executives alike About the Team: • TRM's National Security team operates with Focus, Accountability, Consistency, and Execution (F.A.C.E) - the same values we sell our customers on, we live internally • The team is highly collaborative: NatSec ADs share competitive intelligence, procurement learnings, and customer insights freely to strengthen everyone's accounts • Communication is Slack-first; [redacted] are used liberally and responsiveness is expected during core EST business hours • Weekly 1:1s with Kyle Helseth, bi-weekly team syncs, and monthly Pod meetings with the broader support organization (SA, Legal, Compliance Advisory, Intel Products) • The team predominantly operates in EST, with some PST overlap; most members are customer-facing from ~8 AM to 5 PM, with flexibility needed around customer mission rhythms and classified site requirements Team Operating Rhythms: • Weekly 1:1 with hiring manager (Kyle Helseth) • Bi-weekly NatSec team sync • Weekly pipeline and deal review • Monthly forecast calls with NatSec leadership • Quarterly business reviews with strategic accounts Learn about TRM Speed in this position: • Day-1 Relationship Leverage: You will use pre-existing personal relationships to book meetings with key program decision-makers within your first two weeks - not month two - giving TRM an immediate commercial advantage that no competitor without your network can match • Mission-Driven Pipeline Seeding: Within 60 days, you will identify at least one new TRM use case specific to the customers mission set and convert it into a qualified pipeline opportunity - turning your domain knowledge into direct ARR before you've completed full product ramp • Account Plan Precision: Within 30 days, you will deliver an account plan that maps every known program, stakeholder, and contract vehicle to a 12-month pipeline forecast - giving TRM leadership and Deal Desk the visibility needed to resource the account correctly from the start