Account Director, Public Sector (DHS)

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. We are looking for an Account Director, Public Sector to own and grow TRM's footprint across the Department of Homeland Security and adjacent US National Security and Partner accounts, with the primary responsibility of expanding TRM's coverage of US Federal LE cyber missions. This is a high-trust, territory-owner role for a self-sufficient federal seller who can independently build pipeline, navigate FAR-based procurement, and serve as a credible US LE liaison. The impact you will have: • Serve as the named US LE liaison and the trusted single point of contact between TRM and contracting officers and cyber investigators. • Own and build pipeline across DHS components (CISA, USSS, HSI / ICE, CBP) and adjacent NatSec accounts. Map the territory within 30 days and stand up 3x pipeline coverage within 90 days. • Run end-to-end federal sales cycles: discovery, technical evaluation, procurement, and close. Navigate GWACs, BPAs, IDIQs, GSA Schedules, CIO-SP3, SEWP, and Alliant 2 without hand-holding. • Use AI as the default first move across the workflow: Claude and ChatGPT for prospecting and outbound. Aim to free 4 to 10 hours a week of admin time and redirect it to customer engagement. • Position TRM BI and AI products as mission-critical platforms for cyber disruption, illicit finance investigations, and sanctions enforcement. Bring Solutions Architects, Global Investigators, Compliance Advisory, and Policy colleagues into the right conversations at the right time. What we're looking for: - 5+ years of Federal SaaS sales with consistent net new ARR attainment in DHS components, US LE / NatSec agencies, or similar federal cyber-focused buyers. - Demonstrated ability to navigate federal procurement vehicles: GWACs, BPAs, IDIQs, GSA Schedules, CIO-SP3, SEWP, Alliant 2, and FAR-based contracting. - Existing relationships with DHS, CISA, USSS, HSI / ICE, CBP mission set strongly preferred. Active US Government Security Clearance strongly preferred (Secret minimum; TS / TS-SCI a plus). - Proven track record of self-generated pipeline. This is a territory-ownership role, not a lead-harvesting role. - Strong executive presence; comfortable at SES level and above. Excellent consultative selling skills, listening first, proposing second, always tying back to agency mission. - Demonstrated AI fluency. Comfortable using AI tools daily across prospecting, account research, outbound, RFP, and reporting. - Proficient in Salesforce, BoostUp, and modern AI-powered prospecting tools. - Crypto, blockchain, AML, Digital Forensics/Incident Response or financial-crime domain experience strongly preferred. 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, 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