Account Director, Federal Civilian (North America)

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, Federal Civilian (North America)

to own and grow TRM's footprint across the U.S. Federal Civilian regulatory ecosystem. This is a strategic backfill role requiring a self‑sufficient territory owner who can independently build pipeline, navigate federal procurement, and credibly position TRM solutions to senior regulatory stakeholders.
The impact you will have

Drive new ARR by closing government regulatory agencies — owning the full sales cycle end-to-end
Map and tier the NA FedCiv territory within 30 days, building 3x pipeline coverage
Build deep, trust‑based relationships with senior stakeholders at regulatory federal civilian agencies
Represent TRM's platforms with consultative expertise — understanding the investigative workflows your customers rely on, not just product features
Collaborate with Solutions Architecture, Global Investigations, Compliance Advisory, and Policy teams to bring TRM's full expertise into complex federal opportunities
Maintain rigorous forecast discipline
Qualifications

5+ years of Federal Civilian SaaS sales experience with consistent net new ARR attainment in government regulatory agencies
Demonstrated ability to navigate federal procurement vehicles — GWACs, BPAs, IDIQs, sole‑source justifications, and multi‑year contracting structures
Proven track record of self‑generated pipeline — this is a territory‑ownership role, not a lead‑harvesting role
Strong executive presence; comfortable engaging at the SES level and above in both technical and non‑technical conversations
Excellent consultative selling skills — listens first, proposes second, always ties back to agency mission
Proficient in Salesforce, and modern AI‑powered prospecting tools
Experience in a high‑accountability, data‑driven sales culture where performance is transparent
Compensation

The estimated base salary range for this role is $145,000 - $155,000 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

Randy Gardner's NA Public Sector team operates at the intersection of crypto crime and federal regulatory enforcement
The culture is direct, mission‑driven, and fast‑paced — each AD operates like a business owner within their territory
We use AI aggressively to eliminate admin overhead and focus seller time on high‑value customer interactions
This role offers significant autonomy with equally significant accountability

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