Apply

Ready to go for it?

AI Apply speeds things up—apply directly if you prefer.

FREE ACCESS
5,000–10,000 jobs/day
Scoutfield Logo

See all jobs on Scoutfield

Search thousands of fresh jobs every day.

Discover
  • Fresh listings
  • Fast filters
  • No subscription required
Create a free account and start exploring right away.
TRM Labs

Account Director – Defense

TRM Labs

. Lead TRM's go-to-market with military services and combatant commands within the US National Security team .

Posted 10/30/2026full-timeRemote • United StatesLeadWebsite

Core Competencies

Role fit
Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in enterprise SaaS sales within the Department of Defense, leveraging strong relationships with military services and combatant commands to drive revenue growth. Proficient in consultative selling, proposal writing, and navigating complex procurement processes while maintaining clear communication with senior leaders.

Highest-signal resume keywords
Enterprise SaaS Sales ExperienceActive US Government Security Clearance TS/SCIConsultative Selling SkillsTrack Record of Closing Six- and Seven-Figure DealsStrong Discovery Skills

ATS Keywords

Tailor your resume
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills
SalesforceMEDDPICCProposal WritingContract NegotiationPipeline ManagementQuota AchievementLead GenerationStakeholder MappingMission Needs TranslationDemos and Pilots
Soft Skills
Clear CommunicationStructured CommunicationRelationship BuildingCustomer Concern ResolutionIndependent Work
Tools & Technologies
BoostUpAI Tools
Certifications & Qualifications
US CitizenshipActive US Government Security Clearance TS/SCI
Industry Keywords
Defense Procurement VehiclesIDIQsOTAsGWACsGSA SchedulesMilitary ServicesCombatant CommandsDigital AssetsBlockchainIllicit Finance Investigations

Tech Stack

Tools & technologies
TypeScript

About the role

Key responsibilities & impact
  • Lead TRM's go-to-market with military services and combatant commands within the US National Security team
  • Own relationships and the end-to-end sales process across assigned Defense customers
  • Drive new logos, expansions, and renewals against ARR quota
  • Build and maintain a quarterly updated 12-month territory plan
  • Map stakeholders from operators through program and mission leadership
  • Generate, maintain, and report on a strategic pipeline with 3x quota coverage
  • Apply MEDDPICC in Salesforce and forecast accurately in BoostUp
  • Navigate Defense procurement vehicles including IDIQs, OTAs, GWACs, BPAs, and GSA schedules
  • Build pipeline 12 to 18 months ahead of budget availability
  • Translate customer mission needs into TRM use cases
  • Run demos and pilots with Solutions Architecture
  • Write client proposals and briefs
  • Negotiate contracts and statements of work
  • Bring customer mission feedback to Product, Intel, and Ardence teams
  • Coordinate with the other Defense Account Director on a coherent Defense motion
  • Return prospect and customer communications within 24 hours
  • Escalate customer concerns and coordinate resolution
  • Map key territory stakeholders and programs within the first 30 days
  • Hold executive-level meetings and establish qualified pipeline within the first 90 days

Requirements

What you’ll need
  • US Citizenship (no dual citizenship)
  • Active US Government security clearance of TS/SCI or above
  • Enterprise SaaS or technology sales experience selling into DoD, the military services, and/or combatant commands
  • Existing relationships with one or more military services or combatant commands
  • Credibility with senior military and civilian leaders
  • Track record of closing six- and seven-figure deals through IDIQs, OTAs, and GWACs
  • Track record of delivering against quota
  • Consultative, mission-first selling skills
  • Strong discovery skills and ability to tie capabilities to customer outcomes
  • Ability to write proposals and briefs and generate leads independently
  • Clear, structured communication in classified and unclassified settings
  • Ability to communicate with non-technical mission owners and senior leaders
  • Daily AI use for unclassified work, with good judgment about where AI is off limits
  • Willingness to travel and work near customer sites as needed
  • Familiarity with blockchain, digital assets, or illicit finance investigations is a plus

Benefits

Comp & perks
  • Equity plan eligibility
  • Commission eligibility
  • Distributed-first/remote work arrangement
  • Global team collaboration
  • High-touch communication and cross-functional collaboration
  • Professional growth and development opportunities
  • Reasonable accommodations for applicants with disabilities