Account Director, Cyber & Threat Intel

BUILD A SAFER WORLD. 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. The Sales Account Director will join a team driving TRM’s go-to-market strategy in the US Private Sector market. This is a high-paced role, with a large volume of accounts that move quickly. The Account Director’s goal will be to expand and strengthen our foothold in the North American private sector space. We're looking for a customer-obsessed, consultative salesperson to own the entire sales process with new and existing customers. This person will be knowledgeable about cybersecurity and threat intelligence, and feel comfortable navigating complex processes to close six and seven-figure deals. The impact you will have: - Connect with current and net new key stakeholders within your territory and identify what matters to them, what are their potential mission applications, who holds budgets, who makes decisions, who influences decisions, who owns which process - Spearhead the implementation of blockchain intelligence into customer workflows, driving towards intimate understanding of the customers' application of TRMs tooling and data to proactively find ways to improve the customers success. - Own, plan, execute, and/or quarterback activities to nurture client relationships, feedback loops, referrals, renewals, upsells, cross-sells, expansions - Create and execute strategic plans for your territory to not only ensure company goals are met across key revenue and churn metrics, but also new growth opportunities are discovered and pursued - Hone TRM product and customer vertical subject matter expertise to enrich every stage of the sales process from demonstrations to trial to customer advisory sessions to innovation workshops - Proactively gather and prioritize customer feedback and champion it within TRM - Develop a roster of happy customers that will refer new prospects, champion TRM, and provide crucial feedback What we’re looking for: - At least 8+ years of experience selling SaaS products, or 4 years experience accompanied with expert customer domain and mission knowledge and a background in consulting - Experience with threat intelligence and cybersecurity products, and their use in financial networks - Strong knowledge of cybersecurity organizations as well as their workflows, procurement processes, and organizational structures - Strong customer-facing presentation/listening skills with the ability to establish credibility with senior executives - A knack for storytelling. You have the ability understand customer needs and build + convey compelling value propositions - Ability to operate a large volume of accounts that develop quickly - You find excitement or fulfillment through developing meaningful client relationships, identifying new use cases, obsessing over customer happiness, meeting new contacts within accounts, and closing deals - Adaptable. Goals can change fast. You anticipate and react quickly - Autonomous. You own what you work on. You move fast and get things done - Excellent communication. You will need to communicate complex ideas effectively - Collaborative. You must work collaboratively in a cross-functional team and with people at all levels in an organization APPLICATION INSTRUCTIONS If you’re interested in joining TRM, we encourage you to apply directly. Every application is reviewed by our Talent team. Before applying, review the job description carefully and highlight the experience and impact that best demonstrate the required qualifications. Please also provide thoughtful and accurate answers to the application questions, as these will be used to evaluate your qualifications for the role. If you send your resume directly to someone at TRM, we can’t guarantee it will reach the appropriate hiring team. Applying directly is the best way to ensure you’re considered. WHAT TO EXPECT FROM OUR INTERVIEW PROCESS Our process is designed to understand how you think, solve problems, and deliver impact, while giving you the opportunity to evaluate TRM. Most interview processes include a case study, AI skills assessment, and Leadership Principles interview. - Recruiter Intro: Explore your experience, motivations, and alignment with the role. - Hiring Manager: Dive deeper into your relevant experience, skills, and impact. - First Round: Typically 1–2 interviews focused on the skills most critical to the role. - Final Round: Typically 3–5 interviews to go deeper on your craft, problem-solving, and alignment with TRM. - References: We’ll speak with former colleagues who can provide perspective on your work and impact. - Offer: If it’s a mutual fit, your recruiter will walk you through your offer and answer your questions. - Welcome to TRM: Once you sign, we’ll get you ready for your first day and onboarding. Your recruiter will share your specific interview plan and preparation guidance along the way. Learn more about interviewing at TRM https://www.trmlabs.com/resources/blog/interviewing-at-trm-how-we-hire-and-what-success-looks-like 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 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