Strategic Account Director

Summary

Join TRM Labs as a Global Strategic Account Director to spearhead the market launch of new data products. Expand and deepen relationships with existing public sector and enterprise private sector accounts. Collaborate with internal teams to refine messaging and product strategy based on field insights. Lead the entire sales process, from stakeholder mapping to deal closure. Maintain strong customer relationships through renewals and expansion opportunities. Travel frequently across EMEA and APAC to meet with clients and participate in events. This role requires a proven track record of success in enterprise SaaS sales, particularly within the public sector, and experience launching new products. The ideal candidate will possess strong executive presence, technical understanding, and a builder's mindset.

Requirements

• You’ve been a pathfinder previously, scaling >$2.5M in under 12 months 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
• 8+ years in enterprise SaaS sales to predominantly Public Sector accounts, ideally selling data, compliance, fraud, or AI products into Law Enforcement, National Security, and/or Civilian customers
• 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

Responsibilities

• Bring new data products to market by working within existing Public Sector 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
• Travel frequently across EMEA and APAC (up to 50%) to meet with public sector customers, participate in events, and host executive briefings
• Rapid Opportunity Assessment : You'll swiftly qualify or disqualify opportunities to ensure a strong, future-focused pipeline. Your goal is to add more than $500k in qualified pipeline each month, targeting next quarter and beyond
• Sales Campaigns : You'll develop two new sales campaigns each month to accelerate pipeline growth, with a focus on generating in-quarter opportunities
• Strategic Sales Planning : You'll regularly update and evaluate a strategic sales plan for all Tier 1 current customers and identify potential Tier 1 prospects on a monthly basis

Benefits

• PTO
• Holidays
• Parental Leave
• Remote work