TRM Labs
Sales Account Director - Civilian Financials
Job Summary
The Sales Account Director at TRM Labs is responsible for leading the go-to-market strategy within the Federal Civilian sector, focusing on clients such as Treasury and IRS. The role involves managing the entire sales process, from prospect research to closing deals, and requires strong knowledge of SaaS sales, client engagement, and regulations related to cryptocurrency. Candidates should have extensive experience in federal sales, excellent communication skills, and familiarity with blockchain and compliance frameworks. This position offers the opportunity to impact global security efforts while working in a fast-paced, remote-first environment.
Required Skills
Benefits
Job Description
TRM Labs is a blockchain intelligence company committed to fighting crime and creating a safer world. By leveraging blockchain data, threat intelligence, and advanced analytics, our products empower governments, financial institutions, and crypto businesses to combat illicit activity and global security threats. At TRM, you'll join a mission-driven, fast-paced team made up of experts in law enforcement, data science, engineering, and financial intelligence, tackling complex global challenges daily. Whether analyzing blockchain data, developing cutting-edge tools, or collaborating with global organizations, you'll have the opportunity to make a meaningful and lasting impact.
The Sales Account Director will lead the go-to-market strategy to increase and strengthen our foothold in the Federal Civilian space targeting Treasury and IRS. We're looking for a customer-obsessed, consultative salesperson to own the entire sales process with new customers. This person will be knowledgeable about the cryptocurrency ecosystem and feel comfortable navigating both complex six-figure deals and fast-moving transactional deals.
Responsibilities:
- Own the end-to-end sales process with new customers; from researching opportunities to tailoring their sales approach to prospects' needs to closing deals across Treasury and IRS.
- Write client proposals (sometimes, from scratch) and negotiate contracts / SOWs.
- Develop and leverage an in-depth understanding of client needs and key initiatives, tailor sales approach to specific business needs, and map these to TRM products.
- Generate, maintain, and report against an ongoing pipeline of strategic opportunities to meet and exceed sales targets.
- Actively seek to understand industry trends to help position against competitors.
- Gather and distribute product feedback from clients and prospects to the sales and product teams to help us continually enhance our product offerings.
What we’re looking for
- 8+ years of SaaS sales experience to Federal Civilian Agencies focused on Treasury and IRS with a demonstrated ability to consistently deliver against net new sales targets.
- Strong customer-facing presentation / listening skills with the aptitude to establish credibility with senior financial and compliance executives.
- Natural storyteller with the capacity to understand customer needs and convey compelling value propositions.
- Exceptional communication and problem-solving skills.
- Knowledge of cryptocurrencies, digital assets, and / or blockchains.
- Familiarity with regulatory initiatives and changes related to cryptocurrency; understanding of Anti-Money Laundering (AML) and Know Your Customer (KYC) regulatory frameworks.
- Previous experience working in a fast-paced, growing startup environment.
The following represents the expected range of compensation for this role:
- The estimated base salary range for this role is $141,667 - $158,333 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:
- The Public Sector Sales Team is made of independent sales leaders who take ownership and initiative of their territory and responsibilities. Each team member is a master of their own territory.
- We work asynchronously to share intel, win strategies, and support one another when prospects cross time zones.
- Knowing the impact that our work has on the future of TRM, we’re scrappy and find ways to get things done and overcome any challenges that come our way.
- Each team member works according to typical business hours in their territory. At times, it’s necessary for the team to meet together a few hours earlier or later than an individual’s local business hours, but those occasions are planned in advance.
Learn about TRM Speed in this position:
- Returning prospect and customer communications within 24 hours at most, typically faster.
- Raising any customer concerns to the relevant internal teams promptly and ensuring
- Responding to internal requests (asks re: customer, prospect, and market information that can range from small to large projects) as quickly as possible.
Life at TRM Labs
Leadership Principles
Our LPs are foundational elements of our strategy, guiding how we make decisions, how we treat each other, and how we behave day-to-day.
- Impact-Oriented Trailblazer – We put customers first, driving for speed, focus, and adaptability.
- Master Craftsperson – We prioritize speed, high standards, and distributed ownership.
- Inspiring Colleague – We value humility, candor, and a one-team mindset.
Accelerate your Career
Join a mission-driven team of industry leaders and make a real-world impact—disrupting terrorist networks, recovering stolen funds, and more. At TRM, you will:
- Work alongside top experts and learn every day.
- Embrace a growth mindset with development opportunities tailored to your role.
- Take on high-impact challenges in a fast-paced, collaborative environment.
- Thrive in a culture of coaching, where feedback is fast, direct, and built to help you level up. We expect everyone to both give and receive feedback as part of how we get better—together.
What to Expect at TRM
TRM moves fast—really fast. We know a lot of startups say that, but we mean it. We operate with urgency, ownership, and high standards. As a result, you’ll be joining a team that’s highly engaged, mission-driven, and constantly evolving.
To support this intensity, we’re also intentional about rest and recharge. We offer generous benefits, including PTO, Holidays, and Parental Leave for full time employees.
That said, TRM may not be the right fit for everyone. If you're optimizing for work life balance, we encourage you to:
- Ask your interviewers how they personally approach balance within their teams, and
- Reflect on whether this is the right season in your life to join a high-velocity environment.
- Be honest with yourself about what energizes you—and what drains you
We’re upfront about this because we want every new team member to thrive—not just survive.
Thrive as a Global Team
As a remote-first company, TRM Labs is built for global collaboration.
- We cultivate a strong remote culture through clear communication, thorough documentation, and meaningful relationships.
- We invest in offsites, regional meetups, virtual coffee chats, and onboarding buddies to foster collaboration.
- By prioritizing trust and belonging, we harness the strengths of a global team while staying aligned with our mission and values.
Join our mission!
We’re looking for team members who thrive in fast-paced, high-impact environments and love building from the ground up. TRM is remote-first, with an exceptionally talented global team. If you enjoy solving tough problems and seeing your work make a difference for billions of people, we want you here. Don’t worry if your experience doesn’t perfectly match a job description— we value passion, problem-solving, and unique career paths. If you’re excited about TRM’s mission, we want to hear from you.
Recruitment agencies
TRM Labs does not accept unsolicited agency resumes. Please do not forward resumes to TRM employees. TRM Labs is not responsible for any fees related to unsolicited resumes and will not pay fees to any third-party agency or company without a signed agreement.
Privacy Policy
By submitting your application, you are agreeing to allow TRM to process your personal information in accordance with the TRM Privacy Policy
Learn More: Company Values | Interviewing | FAQs
TRM Labs
TRM Labs’ trusted blockchain intelligence allows you to detect and monitor crypto crime and conduct investigations. Learn more.
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