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TRM Labs

Account Director Federal Civilian

North America, United StatesFull-timeGlobal

šŸ’° USD 145,000 - 155,000/yr

šŸ“Š SenioršŸ  Remote

Job Description

[AI-summarized by JobStash]

You will own and grow coverage across U.S. federal civilian regulatory agencies, map and tier accounts, and build self-generated pipeline. You will navigate federal procurement vehicles, manage the full sales cycle end-to-end, and close new business. You will build trust-based relationships with senior agency stakeholders, represent platform solutions with consultative expertise, collaborate with technical and advisory partners on complex opportunities, and maintain rigorous forecast discipline while delivering contractual artifacts such as SOWs, pricing, and technical reference materials on tight timelines.

Requirements

  • ā—5+ years of Federal Civilian SaaS sales experience with consistent net new ARR attainment
  • ā—Demonstrated ability to navigate federal procurement vehicles (GWACs, BPAs, IDIQs, sole-source justifications, multi-year contracting)
  • ā—Proven track record of self-generated pipeline
  • ā—Strong executive presence and ability to engage at SES level and above
  • ā—Excellent consultative selling skills
  • ā—Proficient in Salesforce and modern AI-powered prospecting tools
  • ā—Experience in a high-accountability, data-driven sales culture

Responsibilities

  • ā—Drive new ARR by closing government regulatory agencies
  • ā—Own the full sales cycle end-to-end
  • ā—Map and tier the North America federal civilian territory and build pipeline coverage
  • ā—Self-generate pipeline and manage outreach cadences
  • ā—Build deep, trust-based relationships with senior federal stakeholders
  • ā—Navigate federal procurement vehicles including GWACs, BPAs, IDIQs, sole-source justifications, and multi-year contracts
  • ā—Represent platform solutions with consultative expertise and understand investigative workflows
  • ā—Collaborate with Solutions Architecture, Global Investigations, Compliance Advisory, and Policy teams on opportunities
  • ā—Maintain rigorous forecast discipline
  • ā—Prepare and deliver SOWs, pricing, and technical reference materials under tight deadlines

Benefits & Perks

  • ā—Eligibility to participate in the company's equity plan

Tech Stack

consultative sellingprospectingcontractingBPAGWACfederal procurementtechnical referenceIDIQforecastingprocurement
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