Job Title

Build a Safer World. 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. TRMs 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 TRMs go-to-market strategy in the Canadian Public Sector market. Their goal will be to expand and strengthen TRMs foothold across Canadas National Security ecosystem. Were 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 workflowsoften for the first timedeveloping a deep understanding of how customers apply TRMs 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 processfrom 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 were 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 Canadas National Security ecosystem Strong knowledge of Canadas 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 abilityable to understand customer mission needs and build compelling value propositions Relationship-oriented (farmer 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. Leadership Principles 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 endtoend, and invest in getting better everyday. Inspiring Colleague: We add clarity and energy, not noise. We bring humility, candor, and a oneteam mindset giving and receiving feedback to make the team stronger. The impact you will have This work has real stakes. Depending on your role at TRM, your week might look like: Driving critical investigations that cant wait for typical business hours. Shipping products in days when others would schedule quarters. Partnering with teams across time zones to deliver insights while the story is still unfolding. Building new solutions from first principles when the playbook doesnt yet exist. Protecting victims and customers by tracing illicit activity and disrupting criminal networks. Join our Mission At TRM we care deeply about our craft. We are looking for individuals who want their work to matter, who experiment with speed and rigor, and who take pride in building a safer world for billions of people. If youre excited by TRMs mission but dont check every box, we encourage you to apply we hire for slope, judgment, and the will to learn fast. TRM is a Series C company with $220M in total funding, backed by Blockchain Capital, Goldman Sachs, Bessemer, Y Combinator, Thoma Bravo, and others. Headquartered in San Francisco, TRM operates as a distributed-first company with hubs in Los Angeles, San Francisco, New York, Washington D.C., London, and Singapore. Privacy Policy and Additional Information By submitting your application, you are agreeing to allow TRM to process your personal information in accordance with the TRM Privacy Policy. Our typical hiring cycles for specialized roles span 24 to 36 months. Accordingly, we retain your personal information for up to 36 months to evaluate your application and to consider you for current and future employment opportunities, unless you request earlier deletion or a different retention period is required or permitted by law. To notify TRM Labs that you believe this job posting is non-compliant, please submit a report through this form. No response will be provided to inquiries unrelated to job posting compliance. We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this form. Recruitment agencies TRM Labs does not accept unsolicited agency resumes. Please do not forward resumes to TRM employees. TRM Labs is not responsible for any fees related to unsolicited resumes and will not pay fees to any third-party agency or company without a signed agreement. Learn More: Company Values | Interviewing | FAQs #J-18808-Ljbffr