Account Director, Cyber & Threat Intel

About the role

You will spearhead the expansion of TRM's footprint within the North American private sector by owning end-to-end sales cycles for strategic accounts. This role requires you to connect with current and net new key stakeholders within your territory and identify what matters to them, what are their potential mission applications, who holds budgets, who makes decisions, who influences decisions, and who owns which process. You will spearhead the implementation of blockchain intelligence into customer workflows, driving towards an intimate understanding of the customers' application of TRM's tooling and data to proactively find ways to improve customer success. You will own, plan, execute, and/or quarterback activities to nurture client relationships, feedback loops, referrals, renewals, upsells, cross-sells, and expansions. You will create and execute strategic plans for your territory to not only ensure company goals are met across key revenue and churn metrics but also to discover and pursue new growth opportunities. You will hone TRM product and customer vertical subject matter expertise to enrich every stage of the sales process from demonstrations to trial to customer advisory sessions to innovation workshops. You will proactively gather and prioritize customer feedback and champion it within TRM to ensure product and market fit evolves with customer needs. You will develop a roster of happy customers that will refer new prospects, champion TRM, and provide crucial feedback to shape future capabilities.

Key facts

What you'll do

• Identify and qualify high-value prospects within the private sector while mapping complex organizational decision structures.
• Spearhead the integration of blockchain intelligence into existing customer workflows to uncover new use cases and expansion opportunities.
• Own the strategic planning for assigned territories, aligning TRM's solutions with private sector revenue and churn objectives.
• Nurture multi-threaded relationships by coordinating activities that drive referrals, renewals, upsells, and cross-sells.
• Demonstrate TRM platforms through compelling narratives that link threat intelligence directly to mission outcomes and financial risk mitigation.
• Translate complex cybersecurity concepts into clear value propositions that resonate with executive stakeholders and procurement teams.
• Operate effectively within a high volume of fast-moving accounts, prioritizing demands without sacrificing quality or relationship depth.
• Gather and synthesize customer feedback to influence product enhancements and go-to-market messaging.
• Build and maintain a portfolio of champion customers who advocate for TRM and open doors to new prospects.
• Collaborate with cross-functional teams to ensure seamless delivery of solutions and alignment on customer success metrics.
• Maintain deep expertise in cybersecurity and threat intelligence product landscapes as they apply to financial networks and transaction flows.
• Navigate ambiguous environments by setting priorities quickly and adapting strategies as new information emerges.
• Communicate complex ideas clearly and persuasively to senior executives and technical specialists alike.
• Balance autonomy with collaboration, taking full ownership of deals while leveraging team capabilities for optimal outcomes.
• Drive the sales cycle from initial contact through implementation, ensuring smooth transitions to customer success.
• Identify strategic accounts with high growth potential and develop tailored engagement plans for each.
• Leverage data and insights to forecast revenue accurately and track progress against aggressive targets.
• Champion a customer-obsessed mindset that permeates every interaction and decision throughout the sales process.

Requirements

• Possess a minimum of 8+ years of experience selling SaaS products or 4 years of experience accompanied by expert customer domain and mission knowledge alongside a background in consulting.
• Bring prior experience with threat intelligence and cybersecurity products, specifically within the context of financial networks and transaction monitoring.
• Demonstrate strong knowledge of cybersecurity organizations as well as their workflows, procurement processes, and organizational structures.
• Exhibit strong customer-facing presentation and listening skills with the ability to establish credibility and trust with senior executives.
• Show a proven knack for storytelling, with the ability to understand customer needs and build and convey compelling value propositions.
• Display the ability to operate and manage a large volume of accounts that develop quickly in a fast-paced environment.
• Find genuine excitement or fulfillment through developing meaningful client relationships, identifying new use cases, obsessing over customer happiness, meeting new contacts within accounts, and closing deals.
• Remain adaptable as goals can change rapidly, requiring quick anticipation and reaction to shifting priorities.
• Operate autonomously, owning responsibilities fully and moving fast to get things done without excessive oversight.
• Maintain excellent communication skills, ensuring complex ideas are articulated clearly and effectively to diverse audiences.
• Thrive in a collaborative setting, working productively within cross-functional teams and interacting effectively with people at all levels of an organization.
• Commit to working within the parameters of North America as the designated location for this role.
• Align with the full-time engagement model and adhere to the expectations of pace, ownership, and impact defined for TRM Labs.
• Navigate environments that often require operating with a high degree of ambiguity and frequent shifts in strategic direction.
• Embrace frequent priority changes as part of the innovation and experimentation cycle inherent to TRM's approach.
• Uphold a high level of personal ownership and accountability for outcomes, metrics, and customer relationships.

Nice to have

• Preferred items are not specified in the provided source documentation.

Practical notes

• This is a full-time position based in North America.
• The role demands frequent, high-touch communication and rapid adaptation to evolving priorities.
• No specific hours, travel requirements, visa sponsorship details, or deadlines are outlined in the source material.
• The environment rewards urgency, adaptability, and creative problem-solving.
• Success in this role requires comfort with ambiguity, a strong customer focus, and the ability to close six and seven-figure deals in a consultative sales framework.