Account Director – Defence and Intel

This is a fully remote position, open to applicants in Canada.

📋 Description

• Establish and strengthen relationships with existing and potential key stakeholders within Canadian National Security agencies; recognize mission priorities, budget authorities, decision-makers, influencers, and procurement pathways.

• Spearhead the integration of blockchain intelligence into customer workflows—often for the first time—gaining a comprehensive understanding of how clients utilize TRM’s tools and data while proactively identifying methods to enhance mission efficacy.

• Take ownership, plan, execute, and lead initiatives to foster client relationships, including feedback mechanisms, referrals, renewals, upsells, cross-sells, and expansions.

• Develop and implement strategic territory plans to meet revenue objectives across key growth and retention metrics while identifying and pursuing new opportunities within the Canadian National Security sector.

• Acquire in-depth knowledge of TRM products and vertical subject-matter expertise to enhance every phase of the sales process—from demonstrations to trials to advisory sessions to innovation workshops.

• Actively collect and prioritize customer feedback and advocate for it internally within TRM.

• Build a portfolio of strong, referenceable customers who support TRM, refer new prospects, and offer strategic product insights.

⛳️ Requirements

• A minimum of 8 years of experience selling SaaS products to Canadian federal agencies, or at least 4 years coupled with extensive domain expertise and mission knowledge within Canada’s National Security landscape.

• Comprehensive knowledge of Canada’s National Security environment (e.g., defense, intelligence, public safety, financial crime enforcement) and understanding of how agencies operate and procure technology.

• Proven experience navigating Canadian federal procurement processes and security requirements.

• Capability to obtain and maintain the necessary Canadian security clearance.

• Excellent customer-facing presentation and listening skills, with the ability to build credibility with senior government and security officials.

• Familiarity with Anti-Money Laundering (AML) regulatory frameworks.

• Strong storytelling skills—capable of understanding customer mission requirements and constructing compelling value propositions.

• Relationship-focused (“farmer” mindset): motivated by developing long-term client relationships, discovering new mission applications, expanding within accounts, and closing intricate deals.

• Adaptable: capable of functioning effectively in changing policy, procurement, and mission contexts.

• Autonomous: demonstrates high ownership, strong execution, and acts with urgency.

• Exceptional communicator: skilled at simplifying complex technical concepts into clear, mission-aligned narratives.

• Collaborative: works efficiently across functions and with stakeholders at all levels.

• Experience with virtual assets, blockchain technology, and their application in financial networks is an advantage.

🏝️ Benefits

• Health insurance

• 401(k) matching

• Flexible working hours

• Paid time off

• Professional development opportunities