Account Director, Federal Civilian (North America)

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. We are looking for an Account Director, Federal Civilian (North America) to own and grow TRM's footprint across the U.S. Federal Civilian regulatory ecosystem. This is a strategic backfill role requiring a self-sufficient territory owner who can independently build pipeline, navigate federal procurement, and credibly position TRM solutions to senior regulatory stakeholders. The impact you will have: - Drive new ARR by closing government regulatory agencies — owning the full sales cycle end-to-end - Map and tier the NA FedCiv territory within 30 days, building 3x pipeline coverage - Build deep, trust-based relationships with senior stakeholders at regulatory federal civilian agencies - Represent TRM's platforms with consultative expertise — understanding the investigative workflows your customers rely on, not just product features - Collaborate with Solutions Architecture, Global Investigations, Compliance Advisory, and Policy teams to bring TRM's full expertise into complex federal opportunities - Maintain rigorous forecast discipline What we're looking for: - 5+ years of Federal Civilian SaaS sales experience with consistent net new ARR attainment in government regulatory agencies - Demonstrated ability to navigate federal procurement vehicles — GWACs, BPAs, IDIQs, sole-source justifications, and multi-year contracting structures - Proven track record of self-generated pipeline — this is a territory-ownership role, not a lead-harvesting role - Strong executive presence; comfortable engaging at the SES level and above in both technical and non-technical conversations - Excellent consultative selling skills — listens first, proposes second, always ties back to agency mission - Proficient in Salesforce, and modern AI-powered prospecting tools - Experience in a high-accountability, data-driven sales culture where performance is transparent The following represents the expected range of compensation for this role: - The estimated base salary range for this role is $145,000 - $155,000 plus commission - Additionally, this role may be eligible to participate in TRM’s equity plan. - Please note – we factor in the different costs for geographies outside the United States. About the team: - Randy Gardner's NA Public Sector team operates at the intersection of crypto crime and federal regulatory enforcement - The culture is direct, mission-driven, and fast-paced — each AD operates like a business owner within their territory - We use AI aggressively to eliminate admin overhead and focus seller time on high-value customer interactions - This role offers significant autonomy with equally significant accountability Learn about TRM Speed in this position: - A contracting officer calls Thursday afternoon requesting an updated SOW, pricing, and technical reference sheet by Monday for a budget commitment meeting — you rally Solutions Architecture and Deal Desk and deliver without escalating to your RVP - Within 30 days you've mapped every account in the territory, tiered by deal probability, and launched a structured outreach cadence - A competitor is awarded a blanket purchase agreement at an agency you're targeting — you quickly identify limitations of their offering and reframe TRM solutions as the preferred alternative, getting into a competitive evaluation within 60 days LIFE AT TRM We are building a safer world. That promise shows up in how we work every day. TRM moves quickly. We are a high velocity, high ownership team that expects clarity, follow-through, and impact. People who thrive here are energized by hard problems, experimentation, and continuous feedback. If som