TRM Labs · 2 days ago
Account Director - DOJ
United States
Full-time
Remote
Director/Executive
8+ years expTRM Labs is a blockchain intelligence company focused on building a safer world by addressing critical challenges such as human trafficking and financial fraud. The Sales Account Director will lead TRM’s go-to-market strategy for the Department of Justice and other Federal Law Enforcement customers, working to strengthen relationships and drive sales within this sector.
Big DataBlockchainComplianceCryptocurrency
Responsibilities
Account Mapping - Connect with all the current key stakeholders within the DOJ as well as Federal Law Enforcement and identify what matters to them, what are their potential use cases, who holds budgets, who makes decisions, who influences decisions, who owns which process
Prospecting - Discover new stakeholders within the DOJ and identify what matters to them, what are their potential use cases, who holds budgets, who makes decisions, who influences decisions, who owns which process
Nurturing - Own, plan, execute, and/or quarterback activities to nurture client relationships, feedback loops, referrals, renewals, upsells, cross-sells, expansions
Account Planning - Create and execute strategic plans for the DOJ to not only ensure company goals are met across key revenue and churn metrics, but also new growth opportunities are discovered and pursued
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 trial 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
Rapid Opportunity Assessment: You'll swiftly qualify or disqualify opportunities to ensure a strong, future-focused pipeline. Your goal is to add more than $150K in qualified pipeline each week, targeting next quarter and beyond
Sales Campaigns: You'll develop two new sales campaigns each month to accelerate pipeline growth, with a focus on generating in-quarter opportunities
Strategic Sales Planning: You'll regularly update and evaluate a strategic sales plan for all Tier 1 current customers and identify potential Tier 1 prospects on a monthly basis
Qualification
Required
At least 8+ years of experience selling SaaS products into Federal Law Enforcement agencies
Strong knowledge of the DOJ and Federal Law Enforcement accounts and their workflows
Knows government contracting and has a rich set of Partners across Government
Strong customer-facing presentation/listening skills with the ability to establish credibility with senior DOJ executives
A knack for storytelling. You have the ability understand customer needs and build + convey compelling value propositions
Adaptable. Goals can change fast. You anticipate and react quickly
Autonomous, collaborative and an excellent communicator
Company
TRM Labs
TRM Labs is a software company that offers blockchain, transaction monitoring, and analytics to help financial institutions and governments.
201-500 employees
Funding
Current Stage
Growth StageTotal Funding
$149.9MKey Investors
Thoma BravoJP Morgan ChaseTiger Global Management
2022-11-09Series B· $70M
2022-04-04Series B
2022-02-28Series Unknown
Leadership Team
Esteban Castano
Co-founder & CEO
Rahul Raina
Co-Founder
Recent News
Business Wire
2026-01-09
2026-01-09
Company data provided by crunchbase