Account Director - State and Local Law Enforcement
TRM Labs, Washington, District of Columbia, United States
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.
The Sales Account Director will join a team driving TRM’s crypto go‑to‑market strategy for State and Local Law Enforcement customers. Your goal will be to increase and strengthen our foothold in the 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 the cryptocurrency ecosystem and feel comfortable navigating complex processes to close six and seven‑figure deals.
The Impact You Will Have Here
Account Mapping – Connect with all the current key stakeholders within State and Local Law Enforcement and identify what matters to them, what their potential use cases are, who holds budgets, who makes decisions, who influences decisions, and who owns which process.
Prospecting – Discover new stakeholders within State and Local Law Enforcement and identify what matters to them, what their potential use cases are, who holds budgets, who makes decisions, who influences decisions, and who owns which process.
Nurturing – Own, plan, execute, and/or quarterback activities to nurture client relationships, feedback loops, referrals, renewals, upsells, cross‑sells, and expansions.
Account Planning – Create and execute strategic plans for State and Local Law Enforcement to not only ensure company goals are met across key revenue and churn metrics, but also discover and pursue new growth opportunities.
Product and Subject Matter Expertise – Hone TRM product and customer vertical subject‑matter expertise to enrich every stage of the sales process from demonstrations to trials to customer advisory sessions to innovation workshops.
Customer Advocacy – Proactively gather and prioritize customer feedback and champion it within TRM.
Loyalty – 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 into State and Local Law Enforcement agencies.
Strong knowledge of State and Local Law Enforcement accounts and their workflows.
Knows government contracting and has a rich set of partners across government.
Strong customer‑facing presentation and listening skills with the ability to establish credibility with senior State and Local Law Enforcement executives.
A knack for storytelling. Ability to understand customer needs and build and convey compelling value propositions.
Adaptable. Goals can change fast. Anticipate and react quickly.
Autonomous, collaborative, and an excellent communicator.
About The Team
Our public sector team thrives on collaboration, always looking out for each other by sharing opportunities and competitive insights. We actively exchange ideas and strategies to boost each other’s sales efforts. Communication is key, and we primarily use Slack, making sure to @mention colleagues for timely responses. Our routine includes weekly 1‑on‑1 meetings with managers, bi‑weekly team meetings, and monthly Pod meetings with the broader support organization. Above all, we prioritize our customers’ missions, and this dedication is reflected in every aspect of our TRM life.
Our team predominantly operates in the EST timezone, with some members in PST. We start our day around 8:00 am and typically finish after 5:00 pm. While we may work beyond standard hours when necessary, we deeply respect family time and strive not to intrude on it. We’re committed to contributing whenever needed, ensuring our team’s success isn’t confined to a 40‑hour workweek.
Learn About TRM Speed In This Position
Rapid Opportunity Assessment: Quickly qualify or disqualify opportunities to ensure a strong, future‑focused pipeline. Target add more than $150 k in qualified pipeline each week, with a focus on next quarter and beyond.
Sales Campaigns: Develop two new sales campaigns each month to accelerate pipeline growth, focusing on generating in‑quarter opportunities.
Strategic Sales Planning: Regularly update and evaluate a strategic sales plan for all Tier 1 current customers and identify potential Tier 1 prospects on a monthly basis.
Life at TRM TRM runs fast. Really fast. We’re a high‑velocity, high‑ownership team that expects clarity, follow‑through, and impact. People who thrive here are energized by hard problems, experimentation, and direct feedback. If you’re optimizing primarily for consistent work‑life balance, use the interview process to pressure‑test fit. We want teammates who thrive here, not just survive.
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 % 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
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 every day.
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.
Interviewing at TRM: How We Hire and What Success Looks Like This work has real stakes. Depending on your role at TRM, your week might look like:
Driving critical investigations that can’t wait for typical business hours.
Shipping products in days when others would schedule quarters.
Partnering with teams across time zones to deliver insights while the story is still unfolding.
Building new solutions from first principles when the playbook doesn’t yet exist.
Protecting victims and customers by tracing illicit activity and disrupting criminal networks.
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 $220 M in total funding, backed by Blockchain Capital, Goldman Sachs, Bessemer, Y Combinator, Thoma Bravo, and others. Headquartered in San Francisco, TRM operates as a distributed‑first company with hubs in Los Angeles, San Francisco, New York, Washington D.C., London, and Singapore.
Privacy Policy And Additional Information By submitting your application, you are agreeing to allow TRM to process your personal information in accordance with the TRM Privacy Policy.
Our typical hiring cycles for specialized roles span 24 to 36 months. Accordingly, we retain your personal information for up to 36 months to evaluate your application and to consider you for current and future employment opportunities, unless you request earlier deletion or a different retention period is required or permitted by law.
To notify TRM Labs that you believe this job posting is non‑compliant, please submit a report through this form. No response will be provided to inquiries unrelated to job posting compliance.
We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this form.
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.
Learn More Company Values | Interviewing | FAQs
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The Sales Account Director will join a team driving TRM’s crypto go‑to‑market strategy for State and Local Law Enforcement customers. Your goal will be to increase and strengthen our foothold in the 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 the cryptocurrency ecosystem and feel comfortable navigating complex processes to close six and seven‑figure deals.
The Impact You Will Have Here
Account Mapping – Connect with all the current key stakeholders within State and Local Law Enforcement and identify what matters to them, what their potential use cases are, who holds budgets, who makes decisions, who influences decisions, and who owns which process.
Prospecting – Discover new stakeholders within State and Local Law Enforcement and identify what matters to them, what their potential use cases are, who holds budgets, who makes decisions, who influences decisions, and who owns which process.
Nurturing – Own, plan, execute, and/or quarterback activities to nurture client relationships, feedback loops, referrals, renewals, upsells, cross‑sells, and expansions.
Account Planning – Create and execute strategic plans for State and Local Law Enforcement to not only ensure company goals are met across key revenue and churn metrics, but also discover and pursue new growth opportunities.
Product and Subject Matter Expertise – Hone TRM product and customer vertical subject‑matter expertise to enrich every stage of the sales process from demonstrations to trials to customer advisory sessions to innovation workshops.
Customer Advocacy – Proactively gather and prioritize customer feedback and champion it within TRM.
Loyalty – 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 into State and Local Law Enforcement agencies.
Strong knowledge of State and Local Law Enforcement accounts and their workflows.
Knows government contracting and has a rich set of partners across government.
Strong customer‑facing presentation and listening skills with the ability to establish credibility with senior State and Local Law Enforcement executives.
A knack for storytelling. Ability to understand customer needs and build and convey compelling value propositions.
Adaptable. Goals can change fast. Anticipate and react quickly.
Autonomous, collaborative, and an excellent communicator.
About The Team
Our public sector team thrives on collaboration, always looking out for each other by sharing opportunities and competitive insights. We actively exchange ideas and strategies to boost each other’s sales efforts. Communication is key, and we primarily use Slack, making sure to @mention colleagues for timely responses. Our routine includes weekly 1‑on‑1 meetings with managers, bi‑weekly team meetings, and monthly Pod meetings with the broader support organization. Above all, we prioritize our customers’ missions, and this dedication is reflected in every aspect of our TRM life.
Our team predominantly operates in the EST timezone, with some members in PST. We start our day around 8:00 am and typically finish after 5:00 pm. While we may work beyond standard hours when necessary, we deeply respect family time and strive not to intrude on it. We’re committed to contributing whenever needed, ensuring our team’s success isn’t confined to a 40‑hour workweek.
Learn About TRM Speed In This Position
Rapid Opportunity Assessment: Quickly qualify or disqualify opportunities to ensure a strong, future‑focused pipeline. Target add more than $150 k in qualified pipeline each week, with a focus on next quarter and beyond.
Sales Campaigns: Develop two new sales campaigns each month to accelerate pipeline growth, focusing on generating in‑quarter opportunities.
Strategic Sales Planning: Regularly update and evaluate a strategic sales plan for all Tier 1 current customers and identify potential Tier 1 prospects on a monthly basis.
Life at TRM TRM runs fast. Really fast. We’re a high‑velocity, high‑ownership team that expects clarity, follow‑through, and impact. People who thrive here are energized by hard problems, experimentation, and direct feedback. If you’re optimizing primarily for consistent work‑life balance, use the interview process to pressure‑test fit. We want teammates who thrive here, not just survive.
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 % 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
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 every day.
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.
Interviewing at TRM: How We Hire and What Success Looks Like This work has real stakes. Depending on your role at TRM, your week might look like:
Driving critical investigations that can’t wait for typical business hours.
Shipping products in days when others would schedule quarters.
Partnering with teams across time zones to deliver insights while the story is still unfolding.
Building new solutions from first principles when the playbook doesn’t yet exist.
Protecting victims and customers by tracing illicit activity and disrupting criminal networks.
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 $220 M in total funding, backed by Blockchain Capital, Goldman Sachs, Bessemer, Y Combinator, Thoma Bravo, and others. Headquartered in San Francisco, TRM operates as a distributed‑first company with hubs in Los Angeles, San Francisco, New York, Washington D.C., London, and Singapore.
Privacy Policy And Additional Information By submitting your application, you are agreeing to allow TRM to process your personal information in accordance with the TRM Privacy Policy.
Our typical hiring cycles for specialized roles span 24 to 36 months. Accordingly, we retain your personal information for up to 36 months to evaluate your application and to consider you for current and future employment opportunities, unless you request earlier deletion or a different retention period is required or permitted by law.
To notify TRM Labs that you believe this job posting is non‑compliant, please submit a report through this form. No response will be provided to inquiries unrelated to job posting compliance.
We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this form.
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.
Learn More Company Values | Interviewing | FAQs
#J-18808-Ljbffr