TRM Labs provides blockchain analytics and AI solutions to help law enforcement and national security agencies, financial institutions, and cryptocurrency businesses detect, investigate, and disrupt crypto-related fraud and financial crime. TRMâs blockchain intelligence and AI platforms include solutions to trace the source and destination of funds, identify illicit activity, build cases, and construct an operating picture of threats. TRM is trusted by leading agencies and businesses worldwide who rely on TRM to enable a safer, more secure world for all.
The Sales Account Director for Canada National Security will join a team driving TRMâs go-to-market strategy in the Canadian Public Sector market. Their goal will be to expand and strengthen TRMâs foothold across Canadaâs National Security ecosystem. Weâre looking for a customer-obsessed, consultative salesperson to own the entire sales process with new and existing customers. This person will be knowledgeable about blockchain intelligence within National Security environments and feel comfortable navigating complex Canadian federal procurement and security processes to close six- and seven-figure deals.
The impact you will have:
Build and deepen relationships with current and net new key stakeholders across Canadian National Security agencies; identify mission priorities, budget holders, decision-makers, influencers, and procurement pathways
Lead the implementation of blockchain intelligence into customer workflowsâoften for the first timeâdeveloping a deep understanding of how customers apply TRMâs tooling and data and proactively identifying ways to increase mission impact
Own, plan, execute, and quarterback activities to nurture client relationships, including feedback loops, referrals, renewals, upsells, cross-sells, and expansions
Create and execute strategic territory plans to ensure revenue targets are met across key growth and retention metrics while identifying and pursuing new opportunities within Canada NatSec
Develop deep TRM product and vertical subject-matter expertise to elevate every stage of the sales processâfrom demonstrations to trials to advisory sessions to innovation workshops
Proactively gather and prioritize customer feedback and champion it internally within TRM
Develop a portfolio of strong referenceable customers who champion TRM, refer new prospects, and provide strategic product insight
What weâre looking for:
8+ years of experience selling SaaS products into Canadian federal agencies, or 4+ years accompanied by deep domain expertise and mission knowledge within Canadaâs National Security ecosystem
Strong knowledge of Canadaâs National Security landscape (e.g., defense, intelligence, public safety, financial crime enforcement) and how agencies operate and procure technology
Experience navigating Canadian federal procurement processes and security requirements
Ability to obtain and maintain required Canadian security clearance
Strong customer-facing presentation and listening skills with the ability to establish credibility with senior government and security leaders
Familiarity with Anti-Money Laundering (AML) regulatory frameworks
Strong storytelling abilityâable to understand customer mission needs and build compelling value propositions
Relationship-oriented (âfarmerâ mindset): energized by developing long-term client relationships, identifying new mission use cases, expanding within accounts, and closing complex deals
Adaptable: able to operate effectively in evolving policy, procurement, and mission environments
Autonomous: high ownership, strong execution, moves with urgency
Excellent communicator: able to distill complex technical concepts into clear, mission-aligned narratives
Collaborative: works effectively cross-functionally and with stakeholders at all levels
Experience with virtual assets, blockchain technology, and their use in financial networks is a plus
About the Team:
Our Civilian Federal team thrives on collaboration, always looking out for each other by sharing opportunities and competitive insights. We actively exchange ideas and strategies to boost each other's sales efforts. Communication is key, and we primarily use Slack, making sure to @mention colleagues for timely responses. Our routine includes weekly 1-on-1 meetings with managers, bi-weekly team meetings, and monthly Pod meetings with the broader support organization. Above all, we prioritize our customers' missions, and this dedication is reflected in every aspect of our TRM life.
Our team predominantly operates in the EST timezone, with some members in PST. We start our day around 8:00 am and typically finish after 5:00 pm. While we may work beyond standard hours when necessary, we deeply respect family time and strive not to intrude on it. We're committed to contributing whenever needed, ensuring our team's success isn't confined to a 40-hour workweek.
Learn about TRM Speed in this position:
Rapid Opportunity Assessment: You'll swiftly qualify or disqualify opportunities to ensure a strong, future-focused pipeline. Your goal is to add more than $500k in qualified pipeline each month, targeting next quarter and beyond.
Sales Campaigns: You'll develop two new sales campaigns each month to accelerate pipeline growth, with a focus on generating in-quarter opportunities.
Strategic Sales Planning: You'll regularly update and evaluate a strategic sales plan for all Tier 1 current customers and identify potential Tier 1 prospects on a monthly basis.
We are building a safer world. That promise shows up in how we work every day.
TRM runs fast. Really fast. Weâre a highâvelocity, highâownership team that expects clarity, followâthrough, and impact. People who thrive here are energized by hard problems, experimentation, and direct feedback. If something takes months elsewhere, it often ships here in days.
That pace isnât for everyone. If you are optimizing primarily for consistent work-life balance, use the interview process to pressure-test fit. We want teammates who thrive here, not just survive here.
AI fluency is a baseline expectation at TRM.
We believe AI meaningfully changes how top performers operate. We expect every team member to use AI to accelerate and reimagine their craft, not just automate surface tasks.
At TRM, AI fluency means you are 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
Increase speed and leverage
You will be evaluated on applied AI fluency during the interview process.
We hire and grow against three leadership principles. Theyâre the standards for how we operate, treat each other, and make decisions.
Impact-Oriented Trailblazer: We put customers first and move with speed, focus, and adaptability. We treat every plan like an experiment â test, ship, measure, and iterate quickly.
Master Craftsperson: We care deeply about our craft. We balance speed with high standards, own outcomes endâtoâend, and invest in getting better everyday.
Inspiring Colleague: We add clarity and energy, not noise. We bring humility, candor, and a oneâteam mindset â giving and receiving feedback to make the team stronger.
TRM Labs