Own TRM's relationships and the end-to-end sales process across your assigned Defense customers, including the military services and combatant commands: new logos, expansions, and renewals against your ARR quota.

Build and maintain a 12-month territory plan, updated quarterly, that maps stakeholders from operators through program and mission leadership.

Generate, maintain, and report against a pipeline of strategic opportunities with 3x quota coverage, applying MEDDPICC in Salesforce and forecasting accurately in BoostUp.

Navigate Defense procurement, including IDIQs, OTAs, GWACs, BPAs, and GSA schedules, partnering with Legal and Deal Desk. Build pipeline 12 to 18 months ahead of budget availability.

Translate each customer's mission needs, such as counter-illicit finance, sanctions evasion, and threat finance, into TRM use cases, and run demos and pilots with Solutions Architecture.

Write client proposals and briefs and negotiate contracts and SOWs.

Bring mission feedback from your customers to the Product, Intel, and Ardence teams, and coordinate with the other Defense Account Director so TRM presents one coherent Defense motion.

We are building a safer world. That promise shows up in how we work every day.

TRM moves FAST. 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 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

Account Director, Defense

Responsibilities

Qualification

Required

Benefits

Company

Trm Labs

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