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.
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. They’re 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 end‑to‑end, and invest in getting better everyday.
Inspiring Colleague: We add clarity and energy, not noise. We bring humility, candor, and a one‑team 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 you’re excited by TRM’s mission but don’t 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 Blockchain Capital, 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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