Account Director – National Security

This is a fully remote position, open to applicants in District of Columbia, +2 more states.

📋 Description

• Manage the entire account relationship by identifying stakeholders from operational analysts to program leadership, determining mission priorities, and positioning TRM's blockchain intelligence platform as a vital component of their workflows.

• Oversee all commercial activities: handling renewals, driving expansions into new programs, and generating new pipeline by pinpointing use cases where TRM's data and tools can significantly enhance the mission.

• Create and sustain a 12-month rolling account plan, aligning the pipeline with named programs, budget cycles, and contract vehicles, while consistently maintaining 3x quota coverage.

• Collaborate with TRM's Solutions Architecture team to execute technical demonstrations and proof-of-concept engagements, transforming operational requirements into compelling TRM proposals.

• Act as the internal advocate for TRM by conveying mission feedback to Product, Intel Products, and Compliance Advisory to directly influence TRM's National Security capabilities.

• Navigate the intricate procurement landscape by identifying available contract vehicles, partnering with TRM Legal and Deal Desk to structure compliant deals, and establishing a pipeline well in advance of budget availability.

• Cultivate a network of internal champions who will promote TRM's growth across new programs and mission sets within the account.

⛳️ Requirements

• Active TS/SCI with Full-Scope Polygraph (FSP Poly) — required on Day 1; no exceptions.

• 8+ years of experience in enterprise SaaS/software sales within the intelligence community or DoD agencies, OR 4+ years with significant domain expertise relevant to the customers' mission environment.

• Established relationships at the Maryland account or within its immediate peer network — you are recognized and trusted in this community.

• Proven history of closing six and seven-figure deals in classified government procurement environments, including familiarity with IDIQs, OTAs, GWACs, and government budget cycles.

• Possess a farmer mentality: derive satisfaction from strengthening long-term customer relationships, focusing on mission alignment, and building the trust necessary for multi-year, multi-program partnerships.

• Strong consultative abilities — you excel at asking insightful discovery questions, actively listening, and crafting compelling narratives that link TRM's capabilities to the customer's specific mission outcomes.

• Self-sufficient and owner-minded: you create your own proposals, develop your own briefings, and do not depend on leadership to finalize deals.

• Exceptional communication skills in both classified and unclassified settings: you can articulate complex blockchain intelligence concepts clearly to non-technical mission owners and senior executives alike.

🏝️ Benefits

• Health insurance

• 401(k) matching

• Flexible working hours

• Paid time off

• Remote work options

• Professional development opportunities