Account Director, Pathfinder

About the role

This position centers on owning the end-to-end expansion of TRM's newest data products within strategic enterprise accounts. The hire will act as the primary growth driver, uncovering latent demand and activating high-value use cases that deepen existing relationships. Success requires fluency at the intersection of enterprise sales strategy and rapid product iteration. You will translate complex platform capabilities into clear, mission-critical value for defense and national security decision-makers. The role demands consistent collaboration with TRM's founder, CRO, and product leaders to refine positioning based on real-world feedback. You will own the narrative that positions TRM as the indispensable layer for threat intelligence across these accounts. The work involves navigating complex stakeholder structures and building consensus among influential sponsors. Ultimately, this pathfinder role determines how scalable adoption is achieved for new offerings in a sensitive public sector environment.

Key facts

What you'll do

Orchestrate the expansion strategy for new data products across a portfolio of existing enterprise accounts.

Architect and execute stakeholder mapping exercises to identify hidden champions and latent decision-influencers within target accounts.

Lead discovery initiatives that surface novel use cases and quantify the operational impact of TRM's intelligence platform.

Synthesize field intelligence to provide actionable input to product, marketing, and founder teams for rapid iteration.

Negotiate and structure expansion initiatives that align with customer operational timelines and strategic objectives.

Champion the TRM platform during renewals, ensuring product value is articulated and future opportunities are safeguarded.

Conduct advisory workshops that position TRM as a strategic partner in shaping the customer's security roadmap.

Coordinate cross-functional responses to complex RFIs and security assessments with precision and speed.

Maintain a detailed understanding of the competitive landscape and articulate TRM's differentiated value in key decision forums.

Drive the commercial outcomes for new product lines, ensuring revenue targets are met or exceeded within assigned accounts.

Establish a cadence of regular executive communication that reinforces trust and transparency at the highest levels.

Own the commercial risk management for key expansions, ensuring alignment with compliance and legal standards.

Identify adjacent markets and verticals where existing relationships can be leveraged for incremental growth.

Document and share playbooks that codify successful expansion motions for replication across the broader sales organization.

Requirements

You've been a pathfinder previously, scaling a new product from Xmm to XXmm for a new product. You understand how to listen to the market, bring insights back to the company for rapid product evolution, and how to iterate quickly on messaging.

Possess 8+ years of enterprise SaaS sales experience, with a proven history of selling data, compliance, fraud, or AI solutions into US National Security and Defense agencies.

Demonstrate a consistent ability to expand within existing customer relationships, landing new product lines and driving measurable expansion revenue.

Have a documented track record of launching early-stage or newly released products into the market under conditions of ambiguity.

Show strong comfort with technical concepts and data products, capable of explaining functionality, limitations, and strategic fit to executive stakeholders.

Exhibit exceptional executive presence, curiosity, listening skills, and comfort navigating complex environments with high ambiguity.

Embody a builder's mindset, preferring to shape the go-to-market playbook and own its execution rather than solely following established scripts.

Maintain eligibility for US government security clearance requirements as necessitated by client engagements.

Commit to frequent travel across domestic time zones to engage with mission-critical stakeholders in priority accounts.

Adhere to strict communication SLAs, returning prospect and customer communications within 24 hours at most, typically faster.

Nice to have

None specified in the source material.

Practical notes

Hours: The role requires flexibility to work during typical business hours in the assigned territory, with occasional adjustments to accommodate global team collaboration. At times, it will be necessary for the team to meet together a few hours earlier or later than an individual's local business hours, but those occasions are planned in advance.

Travel: Frequent domestic travel is required to engage with clients and stakeholders across United States territories.

Clearance: This position may require eligibility for US government security clearance depending on the specific account and solution being sold.

Deadlines: Responses to all prospect and customer communications must be returned within 24 hours at most, with a preference for faster turnaround to maintain momentum.

About the team

The Public Sector Business Development team is made of independent sales leaders who take ownership and initiative of their territory and responsibilities. Because we're a global team, each team member is a master of their own territory.

We work asynchronously to share intel, win strategies, and support one another when prospects cross time zones.

Knowing the impact that our work has on the TRM mission, we're scrappy and find ways to get things done and overcome any challenges that comes our way.

Each team member works according to typical business hours in their territory. At times, it's necessary for the team to meet together a few hours earlier or later than an individual's local business hours, but those occasions are planned in advance.

Returning prospect and customer communications within 24 hours at most, typically faster.

Raising any customer concerns to the relevant internal teams promptly and ensuring appropriate follow-through.

Responding to internal requests (asks re: customer, prospect, and market information that can range from small to large projects) as quickly as possible.

LIFE AT TRM

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 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.

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, accountability, and follow-through.