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TRM Labs·Canada·24 авг.
Account Director, Defence and Intel (Canada)
🌍 УдалённоLeadПолная занятость🌐 Глобал
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Наша компания
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 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.
Чем предстоит заниматься
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
Наши требования
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
Дополнительно
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
Life 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
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
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
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 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
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
Join our Mission
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 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
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
To notify TRM Labs that you believe this job posting is non-compliant, please submit a report through this form. No response will be provided to inquiries unrelated to job posting compliance
The use of AI tools of any kind (including but not limited to notetakers, interview assistants, and real-time coaching tools such as Otter.ai, 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
Recruitment agencies
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
Learn More: Company Values | Interviewing | FAQs
Технологии и навыки
TRM Labs
Canada
ГрейдLead
ЗанятостьПолная занятость
РегионКанада
ФорматУдалённо
ИсточникСкрыто
Опубликовано24 авг.
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