Account Director, Pathfinder (National Security)
About this role
TRM Labs is seeking an Account Director, Pathfinder to drive enterprise growth and bring new data products to national security and defense markets across the United States. This remote full-time position is ideal for an experienced sales leader who thrives at the intersection of strategy, execution, and customer obsession within the tech sector.
Role Overview
In this role, the Account Director will bring new data products to market by expanding and deepening the company footprint across existing enterprise accounts. Working directly with founders, product teams, and go-to-market leaders, the successful candidate will help defense and national security agencies realize entirely new outcomes using TRM’s intelligence platform. This position requires a builder's mindset who can navigate ambiguity, iterate rapidly on messaging, and scale early-stage offerings within critical customer relationships.
Key Responsibilities
Requirements
Skills and Tools
About the Company
TRM Labs provides AI-powered intelligence solutions that help public and private sector agencies investigate and disrupt crime, enabling investigators to trace illicit activity, build cases, and construct operating pictures of threat networks. Headquartered in San Francisco with a distributed-first model, TRM is backed by prominent investors including Goldman Sachs, Bessemer, Y Combinator, and Thoma Bravo. The public sector business development team operates with high ownership, urgency, and collaboration to build a safer world.
How to Apply
Interested candidates should apply directly on the official TRM Labs careers page by reviewing the job description carefully and submitting thoughtful answers to the application questions.
Questions candidates ask
Is this a remote position?
Yes, this role is based in the United States and operates on a remote, distributed-first basis.
What level of experience is required for this role?
Candidates must have 8+ years of experience in enterprise SaaS sales, preferably selling data, compliance, fraud, or AI products into US National Security and Defense agencies.
What are the primary responsibilities of the Account Director, Pathfinder?
The role involves bringing new data products to market, leading expansion sales motions within existing accounts, collaborating with product teams on messaging, and deepening relationships across defense and national security agencies.
What background is preferred for applicants?
Applicants should have a track record of scaling new products, strong technical comfort with data solutions, exceptional executive presence, and experience working within US National Security and Defense agency markets.
How should I submit my application?
You should apply directly through the official TRM Labs careers page to ensure your application is reviewed by the hiring team.