Strategic Account Director, Pathfinder (Private Sector)

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. TRM Labs is looking for a Global Strategic Account Director to bring our newest data products to market by expanding our footprint across existing private sector accounts and landing net-new enterprise logos. This role is for someone who thrives at the intersection of strategy, execution, and customer obsession—someone who's passionate about helping enterprises realize entirely new outcomes with TRM's intelligence platform. You'll work directly with TRM's founder, product, and GTM teams to iterate messaging, learn from the field, and shape how new products drive impact within our most critical private sector customer relationships—and beyond them. The impact you will have: - Bring 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 logos - Own the full sales motion across both expansion and new business—from stakeholder mapping and needs discovery to solution development and deal closure - Partner closely with account owners and cross-functional teams to deepen relationships already in place, helping customers discover new use cases and expand value - Collaborate with our founder and product teams to iterate on messaging, refine positioning, and surface field feedback that informs roadmap and strategy - Stay embedded in key accounts through renewals, workshops, advisory sessions, and executive briefings—while building new relationships at greenfield accounts What we’re looking for: - You've been a pathfinder before—scaling >$2.5M in under 12 months for a new product. You understand how to listen to the market, bring insights back quickly, and iterate on messaging in real time - 8+ years in enterprise SaaS sales, with a strong track record selling into large private sector organisations across any vertical - Proven 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 opportunities - Experience 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 clearly to business, compliance, or risk stakeholders - Exceptional executive presence, curiosity, listening skills, and comfort navigating ambiguity - A builder's mindset—you enjoy shaping the GTM playbook, not just executing one About the team: - The Private Sector Business Development team is made of independent sales leaders who take ownership and initiative of their territory and responsibilities. Because we’re a global team, each team member is a master of their own territory. - We work asynchronously to share intel, win strategies, and support one another when prospects cross time zones. - Knowing the impact that our work has on the future of TRM, we’re scrappy and find ways to get things done and overcome any challenges that come our way. - Each team member works according to typical business hours in their territory. At times, it’s necessary for the team to meet together a few hours earlier or later than an individual’s local business hours, but those occasions are planned in advance. Learn about TRM Speed in this position: - Returning prospect and customer communications within 24 hours at most, typically faster. - Raising any customer concerns to the relevant internal teams promptly and ensuring - Responding to internal requests (asks re: customer, prospect, and market information that can ran