Job description

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. LIFE AT TRM We are building a safer world. That promise shows up in how we work every day. TRM moves FAST. 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 - 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. 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. PRIVACY POLICY AND ADDITIONAL INFORMATION By submitting your application, you agree to allow TRM Labs to process your personal information in accordance with our Privacy Policy trmlabs.com. 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. If you are located in the European Economic Area, the United Kingdom, or another jurisdiction with applicable data protection laws, you have the right to access, correct, or request deletion of your personal data at any time before that period ends. To exercise any of these rights, contact us at privacy@trmlabs.com. To notify TRM Labs that you believe this job posting is non-compliant, please submit a report through this form docs.google.com. 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. We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this form docs.google.com. 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.

Requirements

Must-haves

BUILD A SAFER WORLD.
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.
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.
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.
This position requires US Citizenship.
If you’re interested in joining TRM, we encourage you to apply directly. Every application is reviewed by our Talent team.
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.
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.

Nice-to-haves

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.
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.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

aigo

Platform: ashby
Effort: quick

Benefits

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