Account Director, Defence and Intel (Canada)

About this role

BUILD A SAFER WORLD.

TRM Labs provides AI-powered intelligence solutions that help public and private sector agencies investigate and disrupt crime. TRM's platforms enable investigators to trace illicit activity, build cases, and construct operating pictures of threat networks. Leading agencies and businesses worldwide rely on TRM to make the world safer and more secure.

The Account Director for Canada Defence and Intel will join a team driving TRM’s go-to-market strategy in the Canadian Public Sector market. Their goal will be to expand and strengthen TRM’s foothold across Canada’s National Security ecosystem. We’re 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 workflows—often for the first time—developing a deep understanding of how customers apply TRM’s 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 process—from 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 we’re 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 Canada’s National Security ecosystem

- Strong knowledge of Canada’s National Security landscape (e.g., defence, 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 ability—able 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.

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…