Note: The job is a remote job and is open to candidates in USA. TRM Labs is a company that provides AI-powered intelligence solutions to help agencies investigate and disrupt crime. They are seeking a Global Strategic Account Director to expand their footprint across existing enterprise accounts and bring new data products to market, focusing on national security and defense agencies.
Responsibilities
- Bring new data products to market by working within existing accounts to uncover and activate high-value opportunities
- Partner closely with account owners and cross-functional teams to collaborate on relationships already in place, helping customers discover new use cases and expand value
- Lead the entire expansion sales motion—from stakeholder mapping and needs discovery to solution development and deal closure
- Collaborate with our founder and product teams to iterate on messaging, refine positioning, and surface feedback that informs roadmap and strategy
- Stay embedded in key accounts through renewals, workshops, advisory sessions, and expansion opportunities
Skills
- 8+ years in enterprise SaaS sales, ideally selling data, compliance, fraud, or AI products into US National Security and Defense agencies
- Experience working within existing customer relationships to land new product lines and drive expansion revenue
- A track record of success launching early-stage or newly released products into the market
- Strong comfort with technical concepts and data products—you understand what they do (and don't do) and can translate that value to customers
- Exceptional executive presence, curiosity, listening skills, and comfort navigating ambiguity
- A builder's mindset—you enjoy shaping the GTM playbook, not just executing one
- You've been a pathfinder previously, scaling a new product from Xmm to XXmm for a new product. You understand how to listen to the market, bring insights back to the company for rapid product evolution, and how to iterate quickly on messaging
Benefits
- Additionally, this role may be eligible to participate in TRM’s equity plan.
Company Overview
TRM Labs is a software company that offers blockchain, transaction monitoring, and analytics to help financial institutions and governments. It was founded in 2018, and is headquartered in San Francisco, California, USA, with a workforce of 201-500 employees. Its website is https://trmlabs.com.