Y Combinator Account Director National Security
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Summary
Account Director owning a strategic national security account, managing renewals, expansions, and classified government procurement deals for TRM Labs' blockchain intelligence platform sold into the intelligence community.
You will own a strategic national security account, build trusted customer relationships, manage renewals and expansions, develop account plans and pipeline, lead demonstrations and proposals, navigate government procurement, and provide customer insight to internal teams.
Responsibilities
- Own the complete account relationship
- Map stakeholders and identify mission priorities
- Manage renewals and drive expansions
- Create new pipeline from mission use cases
- Develop a 12-month rolling account plan
- Lead technical demonstrations and proof-of-concept engagements
- Translate operational requirements into proposals
- Bring mission feedback to Product, Intel Products, and Compliance Advisory
- Navigate contract vehicles and structure compliant deals
- Develop internal customer champions
Requirements
- Active TS/SCI with Full-Scope Polygraph required on Day 1
- US Citizenship
- No dual citizenship
- 8+ years of enterprise SaaS or software sales into intelligence community or DoD agencies, or 4+ years with deep customer mission-domain knowledge
- Pre-existing relationships at the Maryland account or immediate peer network
- Track record of closing six- and seven-figure deals in classified government procurement environments
- Experience with IDIQs, OTAs, GWACs, and government budget cycles
- Strong consultative skills
- Ability to write proposals and build briefings independently
- Excellent communication in classified and unclassified settings
Benefits
- Remote work option