Account Director, Federal Civilian (North America)

BUILD A SAFER WORLD.

TRM Labs provides blockchain analytics and AI solutions to help law enforcement and national security agencies, financial institutions, and cryptocurrency businesses detect, investigate, and disrupt crypto-related fraud and financial crime. TRM’s blockchain intelligence and AI platforms include solutions to trace the source and destination of funds, identify illicit activity, build cases, and construct an operating picture of threats. TRM is trusted by leading agencies and businesses worldwide who rely on TRM to enable a safer, more secure world for all.

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 is a strategic backfill role requiring a self-sufficient territory owner who can independently build pipeline, navigate federal procurement, and credibly position TRM solutions to senior regulatory stakeholders.

The impact you will have:

• Drive new ARR by closing government regulatory agencies — owning the full sales cycle end-to-end

• Map and tier the NA FedCiv 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 your 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

What we're looking for:

• 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

• 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

The following represents the expected range of compensation for this role:

• The estimated base salary range for this role is $145,000 - $155,000 plus commission

• Additionally, this role may be eligible to participate in TRM’s equity plan.

• Please note – we factor in the different costs for geographies outside the United States.

About the team:

• Randy Gardner's NA Public Sector team operates at the intersection of crypto crime and federal regulatory enforcement

• The culture is direct, mission-driven, and fast-paced — each AD operates like a business owner within their territory

• We use AI aggressively to eliminate admin overhead and focus seller time on high-value customer interactions

• This role offers significant autonomy with equally significant accountability

Learn about TRM Speed in this position:

• A contracting officer calls Thursday afternoon requesting an updated SOW, pricing, and technical reference sheet by Monday for a budget commitment meeting — you rally Solutions Architecture and Deal Desk and deliver without escalating to your RVP

• Within 30 days you've mapped every account in the territory, tiered by deal probability, and launched a structured outreach cadence

• A competitor is awarded a blanket purchase agreement at an agency you're targeting — you quickly identify limitations of their offering and reframe TRM solutions as the preferred alternative, getting into a competitive evaluation within 60 days

LIFE AT TRM

We are building a safer world. That promise shows up in how we work every day.

TRM moves quickly. We are a high velocity, high ownership team that expects clarity, follow-through, and impact. People who thrive here are energized by hard problems, experimentation, and continuous feedback. If something takes months elsewhere, it will ship here in days.

Our work sits at the intersection of AI, national security, and fighting financial crime. The problems are complex, the stakes are real, and the environment evolves quickly. The pace and intensity of the work reflect the importance of the mission. As a result, the way we operate requires a high level of ownership, adaptability, collaboration, and creative problem-solving.

At TRM, you should expect:

• Priorities and targets to change quickly as we experiment and iterate

• Work that often requires operating with a high degree of ambiguity

• A high level of personal ownership and accountability

• Close collaboration across teams and functions

• Frequent, high-touch communication

• Creative problem solving and out-of-the-box thinking

• A pace that rewards urgency, adaptability, and outcomes

This environment is energizing for people who enjoy building, solving hard problems, and making progress in situations that are not always fully defined. It also requires comfort navigating ambiguity, adjusting course as new information emerges, and maintaining focus and positivity in a fast-moving and intense environment.

We also recognize that this style of operating is not for everyone. If you are primarily optimizing for predictability or a consistently balanced workload, we encourage you to use the interview process to pressure test whether this environment is truly the right fit. We want teammates who thrive here, not just survive here.

At the same time, many people find this work deeply rewarding. If you are excited by meaningful problems, motivated by ambitious goals, and energized by working alongside mission-driven colleagues, there is a good chance you will find TRM to be an exceptional place to grow and contribute. Learn more: Interviewing at TRM: How We Hire and What Success Looks Like https://www.trmlabs.com/resources/blog/interviewing-at-trm-how-we-hire-and-what-success-looks-like

AI FLUENCY AT TRM

AI fluency is a baseline expectation at TRM.

We believe AI meaningfully changes how top performers operate. We expect every team member to use AI to accelerate and reimagine their craft, not just automate surface tasks.

At TRM, AI fluency means you are among the top 10 percent of operators in your function in how you apply AI to:

• Accelerate repeatable workflows

• Structure and solve problems

• Improve output quality

• Increase speed and leverage

You will be evaluated on applied AI fluency during the interview process.

LEADERSHIP PRINCIPLES

We hire and grow against three leadership principles. They’re the standards for how we operate, treat each other, and make decisions.

• Impact-Oriented Trailblazer: We put customers first and move with speed, focus, and adaptability. We treat every plan like an experiment – test, ship, measure, and iterate quickly.

• Master Craftsperson: We care deeply about our craft. We balance speed with high standards, own outcomes end‑to‑end, and invest in getting better everyday.

• Inspiring Colleague: We add clarity and energy, not noise. We bring humility, candor, and a one‑team mindset — giving and receiving feedback to make the team stronger.

JOIN OUR MISSION

At TRM we care deeply about our craft. We are looking for individuals who want their work to matter, who experiment with speed and rigor, and who take pride in building a safer world for billions of people. If you’re excited by TRM’s mission but don’t check every box, we encourage you to apply — we hire for slope, judgment, and the will to learn fast.

TRM is a Series C company with $220M in total funding, backed by Blockchain Capital, Goldman Sachs, Bessemer, Y Combinator, Thoma Bravo, and ot