[Remote] Strategic Account Director, Pathfinder (Private Sector)

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 private sector accounts and acquire new enterprise clients, focusing on bringing new data products to market and deepening customer relationships.ResponsibilitiesBring new data products to market by working within existing private sector accounts to uncover and activate high-value expansion opportunities, while simultaneously hunting for net-new enterprise logosOwn the full sales motion across both expansion and new business—from stakeholder mapping and needs discovery to solution development and deal closurePartner closely with account owners and cross-functional teams to deepen relationships already in place, helping customers discover new use cases and expand valueCollaborate with our founder and product teams to iterate on messaging, refine positioning, and surface field feedback that informs roadmap and strategyStay embedded in key accounts through renewals, workshops, advisory sessions, and executive briefings—while building new relationships at greenfield accountsSkillsYou've been a pathfinder before—scaling >$2.5M in under 12 months for a new product8+ years in enterprise SaaS sales, with a strong track record selling into large private sector organisations across any verticalProven ability to both expand within existing customer relationships and open net-new accounts at the enterprise level; you're equally comfortable navigating renewal conversations and cold-starting new opportunitiesExperience 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 clearly to business, compliance, or risk stakeholdersExceptional executive presence, curiosity, listening skills, and comfort navigating ambiguityA builder's mindset—you enjoy shaping the GTM playbook, not just executing oneCompany 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.