Account Director, Public Sector – DHS

This is a fully remote position, open to applicants in District of Columbia, +1 more state.

📋 Description

• Act as the designated liaison for US Law Enforcement (LE), serving as the reliable point of contact between TRM and contracting officers as well as cyber investigators.

• Develop and manage a pipeline across various DHS components (CISA, USSS, HSI / ICE, CBP) and related National Security accounts. Complete a territory mapping within 30 days and establish three times the pipeline coverage within 90 days.

• Oversee the entire federal sales process, including discovery, technical evaluations, procurement, and closure. Skillfully navigate GWACs, BPAs, IDIQs, GSA Schedules, CIO-SP3, SEWP, and Alliant 2 independently.

• Leverage AI as the primary approach throughout the workflow: utilize Claude and ChatGPT for prospecting and outreach. Strive to save 4 to 10 hours each week of administrative time to reinvest in customer engagement.

• Position TRM’s Business Intelligence (BI) and AI products as essential platforms for cyber disruption, illicit finance investigations, and sanctions enforcement. Engage Solutions Architects, Global Investigators, Compliance Advisory, and Policy colleagues in timely and relevant discussions.

⛳️ Requirements

• A minimum of 5 years of experience in Federal SaaS sales with a proven record of consistent net new Annual Recurring Revenue (ARR) achievements within DHS components, US Law Enforcement / National Security agencies, or comparable federal cyber-focused clients.

• Proven capability to navigate federal procurement mechanisms: GWACs, BPAs, IDIQs, GSA Schedules, CIO-SP3, SEWP, Alliant 2, and FAR-based contracting.

• Established relationships with DHS, CISA, USSS, HSI / ICE, and CBP mission sets are highly desirable. An active US Government Security Clearance is strongly preferred (minimum Secret; TS / TS-SCI is a plus).

• A track record of generating your own pipeline. This role involves territory ownership rather than lead harvesting.

• Strong executive presence; adept at engaging with Senior Executive Service (SES) level and above. Exceptional consultative selling abilities, with a focus on listening first, proposing second, and always aligning with agency missions.

• Demonstrated proficiency in AI applications. Comfortable utilizing AI tools on a daily basis for prospecting, account research, outreach, RFPs, and reporting.

• Proficient in Salesforce, BoostUp, and contemporary AI-driven prospecting technologies.

• Experience in the fields of cryptocurrency, blockchain, Anti-Money Laundering (AML), Digital Forensics/Incident Response, or the financial crime domain is strongly preferred.

🏝️ Benefits

• Health insurance

• 401(k) matching

• Flexible work hours

• Paid time off

• Remote work options