Account Director, Pathfinder (Private Sector)

TRM Labs provides AI-powered intelligence solutions that help public and private sector agencies investigate and disrupt crime. TRMs 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 obsessionsomeone whos passionate about helping enterprises realize entirely new outcomes with TRMs intelligence platform.

Youll work directly with TRMs 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 relationshipsand 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 businessfrom 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 briefingswhile building new relationships at greenfield accounts

What were looking for:

• Youve been a pathfinder beforescaling >$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; youre 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 productsyou understand what they do (and dont do) and can translate that value clearly to business compliance or risk stakeholders

• Exceptional executive presence curiosity listening skills and comfort navigating ambiguity

• A builders mindsetyou 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 were 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 were 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 its necessary for the team to meet together a few hours earlier or later than an individuals 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.

If youre interested in joining TRM we encourage you to apply directly. Every application is reviewed by our Talent team.

Before applying review the job description carefully and highlight the experience and impact that best demonstrate the required qualifications. Please also provide thoughtful and accurate answers to the application questions as these will be used to evaluate your qualifications for the role.

If you send your resume directly to someone at TRM we cant guarantee it will reach the appropriate hiring team. Applying directly is the best way to ensure youre considered.

Our process is designed to understand how you think solve problems and deliver impact while giving you the opportunity to evaluate TRM. Most interview processes include a case study AI skills assessment and Leadership Principles interview.

• Recruiter Intro: Explore your experience motivations and alignment with the role.

• Hiring Manager: Dive deeper into your relevant experience skills and impact.

• First Round: Typically 12 interviews focused on the skills most critical to the role.

• Final Round: Typically 35 interviews to go deeper on your craft problem-solving and alignment with TRM.

• References: Well speak with former colleagues who can provide perspective on your work and impact.

• Offer: If its a mutual fit your recruiter will walk you through your offer and answer your questions.

• Welcome to TRM: Once you sign well get you ready for your first day and onboarding.

Your recruiter will share your specific interview plan and preparation guidance along the way.

Learn more about interviewing 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 are excited by meaningful problems motivated by ambitious goals and energized by working alongside mission-driven colleagues there is a good chance you will find TRM to be an exceptional place to grow and contribute. Learn more: Interviewing at TRM: How We Hire and What Success Looks Like

AI fluency is a baseline expectation at TRM.

We believe AI meaningfully changes how top performers operate. We expect every team member to use AI to accelerate and reimagine their craft not just automate surface tasks.

At TRM AI fluency means you are among the top 10 percent of operators in your function in how you apply AI to:

• Accelerate repeatable workflows

• Structure and solve problems

• Improve output quality

• Increase speed and leverage

You will be evaluated on applied AI fluency during the interview process.

We hire and grow against three leadership principles. Theyre the standards for how we operate treat each other and make decisions.

• 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.

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 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.

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We collect the information you provide (such as your resume work history and contact details) solely for the purpose of evaluating your candidacy for current and future roles at TRM.

Because our hiring cycles for certain positions may span 24 to 36 months we retain your personal information for up to 36 months from the date of your application. After that period your data is deleted unless a different retention period is required or permitted by law.

If you are located in the European Economic Area the United Kingdom or another jurisdiction with applicable data protection laws you have the right to access correct or request deletion of your personal data at any time before that period ends. To exercise any of these rights contact us at .

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The use of AI tools of any kind (including but not limited to notetakers interview assistants and real-time coaching tools such as Fireflies Fathom Cluey or similar) during TRM interviews is not permitted without prior approval from TRM. TRM uses its own internal tools for note-taking to ensure a consistent and confidential experience for all candidates.

We are committed to providing reasonable accommodations to applicants with disabilities and requests can be made via this form.

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.

Required Experience:

Director