Account Director – Defense

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

📋 Description

• Spearhead TRM's market strategy with military services and combatant commands within the US National Security division.

• Manage relationships and oversee the complete sales process for assigned Defense clients.

• Drive new client acquisition, expansions, and renewals to meet ARR targets.

• Develop and uphold a quarterly updated 12-month territory strategy.

• Identify stakeholders from operational levels to program and mission leadership.

• Create, sustain, and report on a strategic pipeline that achieves 3x quota coverage.

• Implement MEDDPICC in Salesforce and provide accurate forecasts in BoostUp.

• Navigate Defense procurement mechanisms including IDIQs, OTAs, GWACs, BPAs, and GSA schedules.

• Build a pipeline 12 to 18 months in advance of budget availability.

• Convert customer mission requirements into TRM use cases.

• Conduct demonstrations and pilot programs with the Solutions Architecture team.

• Draft client proposals and briefs.

• Negotiate contracts and statements of work.

• Relay customer mission feedback to the Product, Intel, and Ardence teams.

• Collaborate with the other Defense Account Director to ensure a cohesive Defense strategy.

• Respond to prospect and customer inquiries within 24 hours.

• Address customer concerns and coordinate resolutions.

• Identify key territory stakeholders and programs within the first 30 days.

• Conduct executive-level meetings and establish a qualified pipeline within the first 90 days.

⛳️ Requirements

• Must be a US citizen (no dual citizenship permitted).

• Hold an active US Government security clearance of TS/SCI or higher.

• Experience in enterprise SaaS or technology sales targeting the DoD, military services, and/or combatant commands.

• Established relationships with one or more military services or combatant commands.

• Proven credibility with senior military and civilian officials.

• Demonstrated success in closing six- and seven-figure deals through IDIQs, OTAs, and GWACs.

• Proven track record of meeting sales quotas.

• Possess consultative, mission-first sales abilities.

• Strong discovery skills with the capability to connect offerings to customer outcomes.

• Ability to write proposals and briefs and generate leads autonomously.

• Excellent structured communication skills in both classified and unclassified environments.

• Capable of communicating effectively with non-technical mission owners and senior leaders.

• Regular use of AI for unclassified tasks, with sound judgment regarding its limitations.

• Willingness to travel and work at customer locations as required.

• Knowledge of blockchain, digital assets, or illicit finance investigations is advantageous.

🏝️ Benefits

• Eligibility for equity participation.

• Commission-based compensation eligibility.

• Options for distributed-first/remote work arrangements.

• Opportunities for global team collaboration.

• High-quality communication and cross-functional teamwork.

• Opportunities for professional growth and development.

• Reasonable accommodations for applicants with disabilities.