Account Director, Pathfinder (Private Sector)

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.

TRM Labs is looking for a Account Director, Pathfinder to bring our newest data products to market by expanding our footprint across existing private sector accounts and landing net-new enterprise logos. This role is for someone who thrives at the intersection of strategy, execution, and customer obsession—someone who's passionate about helping enterprises realize entirely new outcomes with TRM's intelligence platform.

You'll work directly with TRM's founder, product, and GTM teams to iterate messaging, learn from the field, and shape how new products drive impact within our most critical private sector customer relationships—and beyond them.

The impact you will have:

- Bring new data products to market by working within existing private sector accounts to uncover and activate high-value expansion opportunities, while simultaneously hunting for net-new enterprise logos

- Own the full sales motion across both expansion and new business—from stakeholder mapping and needs discovery to solution development and deal closure

- Partner closely with account owners and cross-functional teams to deepen relationships already in place, helping customers discover new use cases and expand value

- Collaborate with our founder and product teams to iterate on messaging, refine positioning, and surface field feedback that informs roadmap and strategy

- Stay embedded in key accounts through renewals, workshops, advisory sessions, and executive briefings—while building new relationships at greenfield accounts

What we’re looking for:

- You've been a pathfinder before—scaling >$2.5M in under 12 months for a new product. You understand how to listen to the market, bring insights back quickly, and iterate on messaging in real time

- 8+ years in enterprise SaaS sales, with a strong track record selling into large private sector organisations across any vertical

- Proven ability to both expand within existing customer relationships and open net-new accounts at the enterprise level; you're equally comfortable navigating renewal conversations and cold-starting new opportunities

- Experience launching early-stage or newly released products into the market

- Strong comfort with technical concepts and data products—you understand what they do (and don't do) and can translate that value clearly to business, compliance, or risk stakeholders

- Exceptional executive presence, curiosity, listening skills, and comfort navigating ambiguity

- A builder's mindset—you enjoy shaping the GTM playbook, not just executing one

About the team:

- The Private 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 future of TRM, we’re scrappy and find ways to get things done and overcome any challenges that come 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.

Learn about TRM Speed in this position:

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

- Raising any customer concerns to the relevant internal teams promptly and ensuring

- 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.

At TRM, you should expect:

- 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, adaptability, and outcomes

This environment is energizing for people who enjoy building, solving hard problems, and making progress in situations that are not always fully defined. It also requires comfort navigating ambiguity, adjusting course as new information emerges, and maintaining focus and positivity in a fast-moving and intense environment.

We also recognize that this style of operating is not for everyone. If you are primarily optimizing for predictability or a consistently balanced workload, we encourage you to use the interview process to pressure test whether this environment is truly the right fit. We want teammates who thrive here, not just survive here.

At the same time, many people find this work deeply rewarding. If you…