Account Director - National Security
RemoteUnited States
Job Summary
Own the complete account relationship for a Maryland intelligence community customer, mapping stakeholders from operational analysts through program leadership to position TRM's blockchain intelligence platform as essential infrastructure. Lead all commercial activity by managing renewals, driving expansions into new programs, and creating net-new pipeline while developing a 12-month rolling account plan that maintains 3x quota coverage. Partner with Solutions Architecture to lead technical demonstrations and proof-of-concept engagements, and serve as the internal voice for TRM to shape NatSec capabilities based on mission feedback. Navigate complex procurement landscapes by identifying contract vehicles and structuring compliant deals with Legal and the Deal Desk. This single-customer strategic sales role requires an active TS/SCI with FSP Poly clearance on Day 1 and pre-existing named relationships within the Maryland account network. Candidates must demonstrate a track record of closing six and seven-figure deals in classified government procurement environments. The team operates in EST with core hours from 8 AM to 5 PM, emphasizing high-velocity execution and deep mission alignment.
Required Qualifications
- Active TS/SCI with Full-Scope Polygraph (FSP Poly) — required on Day 1; no exceptions
- US Citizenship
- 8+ years of enterprise SaaS/software sales into intelligence community or DoD agencies
- 4+ years with deep demonstrated domain knowledge specific to the customers' mission environment
- Pre-existing named relationships at the Maryland account or within its immediate peer network
- Demonstrated track record of closing six and seven-figure deals in classified government procurement environments
- Experience with IDIQs, OTAs, GWACs, and government budget cycles
Desired Qualifications
- Farmer mentality: you find fulfillment in deepening long-term customer relationships, obsessing over mission alignment, and building the trust that leads to multi-year, multi-program partnerships
- Strong consultative skills — you ask great discovery questions, listen actively, and build compelling narratives that tie TRM's capabilities to the customer's specific mission outcomes
- Autonomous and owner-minded: you write your own proposals, build your own briefings, and do not rely on leadership to close deals
- Excellent communication in both classified and unclassified settings: you can present complex blockchain intelligence concepts clearly to non-technical mission owners and to senior executives alike
- AI fluency: among the top 10 percent of operators in your function in how you apply AI to accelerate repeatable workflows, structure and solve problems, improve output quality, and increase speed and leverage
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