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. TRM’s 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.
We are looking for an Account Director, Public Sector (NA FedCiv) 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
Regulatory or crypto domain experience — familiarity with AML, financial crime investigation, and blockchain forensics strongly preferred
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 $171,667 - $180,000 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
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 something takes months elsewhere, it will ship here in days.
Our work sits at the intersection of AI, national security, and fighting financial crime. The problems are complex, the stakes are real, and the environment evolves quickly. The pace and intensity of the work reflect the importance of the mission. As a result, the way we operate requires a high level of ownership, adaptability, collaboration, and creative problem-solving.
At TRM, you should expect:
Priorities and targets to change quickly as we experiment and iterate
Work that often requires operating with a high degree of ambiguity
A high level of personal ownership and accountability
Close collaboration across teams and functions
Frequent, high-touch communication
Creative problem solving and out-of-the-box thinking
A pace that rewards urgency, adaptability, and outcomes
This environment is energizing for people who enjoy building, solving hard problems, and making progress in situations that are not always fully defined. It also requires comfort navigating ambiguity, adjusting course as new information emerges, and maintaining focus and positivity in a fast-moving and intense environment.
We also recognize that this style of operating is not for everyone. If you are primarily optimizing for predictability or a consistently balanced workload, we encourage you to use the interview process to pressure test whether this environment is truly the right fit. We want teammates who thrive here, not just survive here.
At the same time, many people find this work deeply rewarding. If you are excited by meaningful problems, motivated by ambitious goals, and energized by working alongside mission-driven colleagues, there is a good chance you will find TRM to be an exceptional place to grow and contribute. Learn more: Interviewing at TRM: How We Hire and What Success Looks Like
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. They’re 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 – test, ship, measure, and iterate quickly.
Master Craftsperson: We care deeply about our craft. We balance speed with high standards, own outcomes end‑to‑end, and invest in getting b
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