[Remote] Strategic Account Director, Pathfinder (National Security)

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.ResponsibilitiesBring new data products to market by working within existing accounts to uncover and activate high-value opportunitiesPartner closely with account owners and cross-functional teams to collaborate on relationships already in place, helping customers discover new use cases and expand valueLead the entire expansion sales motion—from stakeholder mapping and needs discovery to solution development and deal closureCollaborate with our founder and product teams to iterate on messaging, refine positioning, and surface feedback that informs roadmap and strategyStay embedded in key accounts through renewals, workshops, advisory sessions, and expansion opportunitiesSkills8+ years in enterprise SaaS sales, ideally selling data, compliance, fraud, or AI products into US National Security and Defense agenciesExperience working within existing customer relationships to land new product lines and drive expansion revenueA track record of success launching early-stage or newly released products into the marketStrong comfort with technical concepts and data products—you understand what they do (and don't do) and can translate that value to customersExceptional executive presence, curiosity, listening skills, and comfort navigating ambiguityA builder's mindset—you enjoy shaping the GTM playbook, not just executing oneYou'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 messagingBenefitsAdditionally, this role may be eligible to participate in TRM’s equity plan.Company OverviewTRM 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.