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

## 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…