Account Director, Public Sector (State Dept / NCFI / NYPD)

TRM Labs

BUILD A SAFER WORLD. TRM Labs provides AI-powered intelligence solutions that help public and private sector agencies investigate and disrupt crime. TRM's platforms enable investigators to trace illicit activity, build cases, and construct operating pictures of threat networks. Leading agencies and businesses worldwide rely on TRM to make the world safer and more secure. At TRM Labs, we're building the blockchain intelligence that helps governments, financial institutions, and crypto businesses detect and disrupt illicit activity, so the digital economy can be safe for everyone. TRM Labs helps governments and law enforcement agencies follow the money across blockchains to disrupt crypto-enabled crime. As an Account Director on the Public Sector team, you will own a high-complexity territory of government and law enforcement accounts end to end — from the first stakeholder conversation through procurement, negotiation, and close. This is a high-autonomy role for someone who can navigate complex public-sector buying environments, build trust with mission-driven stakeholders, and turn ambiguity into clear account strategy. You will work across multiple agency types and procurement paths, each with its own mission, stakeholders, funding cycles, and path to purchase. THE IMPACT YOU'LL HAVE HERE - Own the full sales cycle across a multi-account public-sector territory, from early engagement through signed agreement. - Build and execute account strategies across complex government and law enforcement buyers, using AI tools to accelerate research, stakeholder mapping, and account planning. - Move accounts from initial interest to funded opportunities by tailoring outreach, briefing materials, and proposal language to each agency’s mission and buying structure. - Build durable pipeline by tracking grant cycles, budget calendars, policy announcements, and procurement timelines so TRM is engaging the right stakeholders at the right moment. - Become the trusted relationship owner for sophisticated government and law enforcement stakeholders, showing up as a mission partner rather than a vendor. - Navigate federal, state, and local procurement pathways by synthesizing solicitations, compliance requirements, contract vehicles, and buying options into clear next steps. - Expand existing relationships into deeper, multi-program partnerships by understanding customer missions, identifying new use cases, and partnering cross-functionally to deliver value. WHAT WE'RE LOOKING FOR - A track record of driving net new ARR in government or public-sector accounts, with roughly 5+ years of relevant experience or equivalent depth. - Strong judgment in complex sales environments, including the ability to turn dense agency, policy, procurement, and program materials into clear account strategy. - Experience drafting and personalizing executive outreach, briefings, and proposal language, with comfort using AI tools to improve speed, quality, and preparation. - Familiarity with public-sector buying motions, including grant cycles, budget calendars, contract vehicles, cooperative agreements, and other procurement pathways. - Strong relationship instincts in high-trust government settings, with the discipline to balance urgency, precision, and long-term credibility. - Genuine curiosity about crypto and financial crime as a domain, including illicit finance, international narcotics, cyber-enabled financial crime, and the evolving role of blockchain intelligence. - This role is open to US-based candidates only and requires US citizenship. ABOUT THE TEAM - Working hours: US business hours across multiple time zones, since your accounts may span federal, state, local, and other public-sector stakeholders. Mostly synchronous with agency partners, async with the internal team. Distributed, not distant. - Team culture: A territory-owner model with high autonomy and high ownership. The work is demanding because every account may have a different procurement structure, stakeholder map, mission priority, and timeline — and there is no single playbook. - Collaboration style: Close partnership with RevOps, Legal, Sales Engineering, Marketing, and Customer Success, with decisions moving quickly over Slack and AI tooling helping keep the territory organized. LEARN ABOUT TRM SPEED IN THIS POSITION - A public-sector funding opportunity is announced with a hard deadline only weeks away. By that afternoon, you have used AI to digest the solicitation, identify the stakeholders who matter, and draft tailored outreach so TRM is in the conversation early. - A procurement-pathway question needs a decision within 24 to 48 hours because it could reshape the entire deal strategy. You assemble the options, pressure-test the tradeoffs, align Legal and RevOps over Slack, and lock a course the same day so the deal keeps moving. - In one week, you prepare for several very different customer conversations across different agency types and missions. AI-assisted briefs help you walk into each discussion fluent, prepared, and focused on the relationship-building that moves the account forward. LIFE AT TRM We are building a safer world. That promise shows up in how we work every day. TRM moves quickly. We are a high velocity, high ownership team that expects clarity, follow-through, and impact. People who thrive here are energized by hard problems, experimentation, and continuous feedback. If something takes months elsewhere, it will ship here in days. Our work sits at the intersection of AI, national security, and fighting crime. The problems are complex, the stakes are real, and the environment evolves quickly. The pace and intensity of the work reflect the importance of the mission. As a result, the way we operate requires a high level of ownership, adaptability, collaboration, and creative problem-solving. At TRM, you should expect: - Priorities and targets to change quickly as we experiment and iterate - Work that often requires operating with a high degree of ambiguity - A high level of personal ownership and accountability - Close collaboration across teams and functions - Frequent, high-touch communication - Creative problem solving and out-of-the-box thinking - A pace that rewards urgency, adaptability, and outcomes This environment is energizing for people who enjoy building, solving hard problems, and making progress in situations that are not always fully defined. It also requires comfort navigating ambiguity, adjusting course as new information emerges, and maintaining focus and positivity in a fast-moving and intense environment. We also recognize that this style of operating is not for everyone. If you are primarily optimizing for predictability or a consistently balanced workload, we encourage you to use the interview process to pressure test whether this environment is truly the right fit. We want teammates who thrive here, not just survive here. At the same time, many people find this work deeply rewarding. If you are excited by meaningful problems, motivated by ambitious goals, and energized by working alongside mission-driven colleagues, there is a good chance you will find TRM to be an exceptional place to grow and contribute. Learn more: Interviewing at TRM: How We Hire and What Success Looks Like https://www.trmlabs.com/resources/blog/interviewing-at-trm-how-we-hire-and-what-success-looks-like   AI FLUENCY AT TRM AI fluency is a baseline expectation at TRM. We believe AI meaningfully changes how top performers operate. We expect every team member to use AI to accelerate and reimagine their craft, not just automate surface tasks. At TRM, AI fluency means you are among the top 10 percent of operators in your function in how you apply AI to: - Accelerate repeatable workflows - Structure and solve problems - Improve output quality - Increase speed and leverage You will be evaluated on applied AI fluency during the interview process. LEADERSHIP PRINCIPLES We hire and grow against three leadership principles. They’re the standards for how we operate, treat each other, and make decisions. - Impact-Oriented Trailblazer: We put customers first and move with speed, focus, and adaptability. We treat every plan like an experiment – test, ship, measure, and iterate quickly. - Master Craftsperson: We care deeply about our craft. We balance speed with high standards, own outcomes end‑to‑end, and invest in getting better everyday. - Inspiring Colleague: We add clarity and energy, not noise. We bring humility, candor, and a one‑team mindset — giving and receiving feedback to make the team stronger. JOIN OUR MISSION At TRM we care deeply about our craft. We are looking for individuals who want their work to matter, who experiment with speed and rigor, and who take pride in building a safer world for billions of people. If you’re excited by TRM’s mission but don’t check every box, we encourage you to apply — we hire for slope, judgment, and the will to learn fast. TRM is a Series C company with $220M in total funding, backed by Blockchain Capital, Goldman Sachs, Bessemer, Y Combinator, Thoma Bravo, and others. Headquartered in San Francisco, TRM operates as a distributed-first company with hubs in Los Angeles, San Francisco, New York, Washington D.C., London, and Singapore. PRIVACY POLICY AND ADDITIONAL INFORMATION By submitting your application, you agree to allow TRM Labs to process your personal information in accordance with our Privacy Policy https://www.trmlabs.com/policies/privacy-policy. We collect the information you provide (such as your resume, work history, and contact details) solely for the purpose of evaluating your candidacy for current and future roles at TRM. Because our hiring cycles for certain positions may span 24 to 36 months, we retain your personal information for up to 36 months from the date of your application. After that period, your data is deleted unless a different retention period is required or permitted by law. If you are located in the European Economic Area, the United Kingdom, or another jurisdiction with applicable data protection laws, you have the right to access, correct, or request deletion of your personal data at any time before that period ends. To exercise any of these rights, contact us at privacy@trmlabs.com. To notify TRM Labs that you believe this job posting is non-compliant, please submit a report through this form https://docs.google.com/forms/d/e/1FAIpQLSc6e8jRCl2cQwgIzXLpIGQXtwvMQh__TcokvO2toAAkT44A6Q/viewform?usp=dialog. No response will be provided to inquiries unrelated to job posting compliance. The use of AI tools of any kind (including but not limited to notetakers, interview assistants, and real-time coaching tools such as Otter.ai, Fireflies, Fathom, Cluey, or similar) during TRM interviews is not permitted without prior approval from TRM. TRM uses its own internal tools for note-taking to ensure a consistent and confidential experience for all candidates. We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this form https://docs.google.com/forms/d/e/1FAIpQLSevmAzPxWOYm_7kMHb9lEJlX3tpdBeHvvvNWjsI_6xhUfnXjw/viewform?usp=dialog. RECRUITMENT AGENCIES TRM Labs does not accept unsolicited agency resumes. Please do not forward resumes to TRM employees. TRM Labs is not responsible for any fees related to unsolicited resumes and will not pay fees to any third-party agency or company without a signed agreement. LEARN MORE: COMPANY VALUES https://www.trmlabs.com/culture | INTERVIEWING https://www.trmlabs.com/interviewing | FAQS https://www.trmlabs.com/faq