Trusted by public sector agencies and private sector institutions on the front lines of illicit activity, including criminal networks, sanctioned actors and state-backed threats. Backed by Bessemer and Y Combinator.
About the role
Own TRM's relationships and the end-to-end sales process across your assigned Defense customers, including the military services and combatant commands: new logos, expansions, and renewals against your ARR quota. Build and maintain a 12-month territory plan, updated quarterly, that maps stakeholders from operators through program and mission leadership. Found on 1752vc Careers, the job board for startup and VC roles.
What they're looking for
- US Citizenship (no dual citizenship) and an active US Government security clearance of TS/SCI or above
- Enterprise SaaS or technology sales experience selling into DoD, the military services, and/or combatant commands
- Existing relationships with one or more of the military services or combatant commands, and credibility with senior military and civilian leaders
- A track record of closing six- and seven-figure deals through government procurement vehicles such as IDIQs, OTAs, and GWACs, and of delivering against quota
- Consultative, mission-first selling: strong discovery and the ability to tie TRM's capabilities to each customer's outcomes
- An owner mindset. You write your own proposals and briefs, generate your own leads, and do not depend on leadership to open doors or close
More about this role
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.
TRM is on a mission to build a safer financial system for billions of people. We deliver a blockchain intelligence data platform to financial institutions, crypto companies, and governments to fight cryptocurrency fraud and financial crime. We consider our business as a way to move towards our mission sustainably and at scale.
The Sales Account Director for Defense will lead TRM's go-to-market with the military services and combatant commands within our US National Security team. You will build trusted relationships, align TRM's blockchain intelligence platform and Ardence, TRM's AI investigation platform, to each customer's mission, and drive pipeline and ARR.
We're looking for a customer-obsessed, consultative seller with real mission credibility in Defense, someone who treats the territory as their own business and can own the...
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