Account Director, US Federal Law Enforcement

About the 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 is looking for an Account Director to own and build TRM's footprint across US Federal Offices of Inspector General (OIGs), with the primary responsibility of bringing Ardence, TRM's AI investigation platform for all-source intelligence, to the investigators and analysts who uncover fraud.

This is a high-trust, territory-owner role for a self-starting seller who knows how OIGs operate, can independently build pipeline, and run federal sales cycles.

The impact you will have

• Serve as the trusted point of contact between TRM and OIG investigators, analysts, agency leadership, and contracting officers.
• Own and build the OIG territory. Map and tier target OIGs within 30 days and stand up 3x pipeline coverage within 90 days.
• Position Ardence as a mission-critical platform for OIG investigations, helping teams pull together all-source intelligence and examine their findings.
• Bring Solutions Architects, Global Investigators, Compliance Advisory, and Policy colleagues into the right conversations at the right time.
• Run end-to-end federal sales cycles: discovery, technical evaluation, procurement, and close. Navigate federal buying vehicles and agency purchasing rules without hand-holding.
• Use AI as the default first move across the workflow: Claude and ChatGPT for prospecting, account research, and outbound. Aim to free 4 to 10 hours a week of admin time and redirect it to customer engagement.

What we're looking for

• Direct experience working with or inside a federal Office of Inspector General strongly preferred; state-level OIG experience is also valued. You understand how OIGs investigate, buy, and make decisions.
• 3+ years of sales experience selling software or technology into government, with a record of consistent quota attainment.
• Working familiarity with federal procurement vehicles and FAR-based contracting, including GSA Schedules, BPAs, IDIQs, SEWP, and GWACs.
• A go-getter mindset and a proven track record of self-generated pipeline. This is a territory-ownership role, not a lead-harvesting role.
• Strong executive presence and excellent consultative selling skills: listening first, proposing second, and always tying back to the agency's mission.
• Demonstrated AI fluency. Comfortable using AI tools daily across prospecting, account research, outbound, and reporting.
• Based in the Washington, DC metro area highly preferred, with willingness to travel to agency sites, conferences, and trainings.
• Active US Government Security Clearance or clearance eligibility is a plus.
• Experience with investigative, intelligence, OSINT, or case-management software is a plus. Crypto or blockchain knowledge is not required.
• This position requires US Citizenship.

Application Instructions

If you’re 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 skills and qualifications for the role.

If you send your resume directly to someone at TRM, we can’t guarantee it will reach the appropriate hiring team. Applying directly is the best way to ensure your application will be considered.

Interviewing with Trm

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

• Recruiter Intro: Qualifications, motivations, and alignment with the role.
• Hiring Manager: Deep dive into your relevant experience, skills, and impact.
• First Round: 1-2 interviews focused on the skills most critical to the role.
• Final Round: Hands-on case study. This is usually a panel-style session where we go deeper into your craft, problem-solving, and alignment with TRM.
• References: Former colleagues who can provide insight into your work and impact.
• Offer: Congrats! Your recruiter will present the offer and compensation details.
• Welcome to TRM: We're excited to build a safer world with you!

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

AI Fluency at Trm

• 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.

At TRM, you should expect

• Priorities and targets to change quickly
• 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 thriving in 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.

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.

Leadership Principles

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.