This position requires US Citizenship; candidates with dual citizenship are not eligible.8+ years of enterprise SaaS/software sales into intelligence community or DoD agencies, OR 4+ years with deep demonstrated domain knowledge specific to the customers'' mission environmentPre-existing named relationships at the Maryland account or within its immediate peer network - you are known and trusted in this communityDemonstrated track record of closing six and seven-figure deals in classified government procurement environments, including experience with IDIQs, OTAs, GWACs, and government budget cyclesFarmer mentality: you find fulfillment in deepening long-term customer relationships, obsessing over mission alignment, and building the trust that leads to multi-year, multi-program partnershipsStrong consultative skills - you ask great discovery questions, listen actively, and build compelling narratives that tie TRM''s capabilities to the customer''s specific mission outcomesAutonomous and owner-minded: you write your own proposals, build your own briefings, and do not rely on leadership to close dealsExcellent communication in both classified and unclassified settings: you can present complex blockchain intelligence concepts clearly to non-technical mission owners and to senior executives alikeAbout the Team:TRM''s National Security team operates with Focus, Accountability, Consistency, and Execution (F.A.C.E) - the same values we sell our customers on, we live internallyThe team is highly collaborative: NatSec ADs share competitive intelligence, procurement learnings, and customer insights freely to strengthen everyone''s accountsCommunication is Slack-first; @mentions are used liberally and responsiveness is expected during core EST business hoursWeekly 1:1s with Kyle Helseth, bi-weekly team syncs, and monthly Pod meetings with the broader support organization (SA, Legal, Compliance Advisory, Intel Products)The team predominantly operates in EST, with some PST overlap; most members are customer-facing from ~8 AM to 5 PM, with flexibility needed around customer mission rhythms and classified site requirementsTeam Operating Rhythms:Weekly 1:1 with hiring manager (Kyle Helseth)Bi-weekly NatSec team syncWeekly pipeline and deal reviewMonthly forecast calls with NatSec leadershipQuarterly business reviews with strategic accounts Learn about TRM Speed in this position:Day-1 Relationship Leverage: You will use pre-existing personal relationships to book meetings with key program decision-makers within your first two weeks - not month two - giving TRM an immediate commercial advantage that no competitor without your network can matchMission-Driven Pipeline Seeding: Within 60 days, you will identify at least one new TRM use case specific to the customers mission set and convert it into a qualified pipeline opportunity - turning your domain knowledge into direct ARR before you''ve completed full product rampAccount Plan Precision: Within 30 days, you will deliver an account plan that maps every known program, stakeholder, and contract vehicle to a 12-month pipeline forecast - giving TRM leadership and Deal Desk the visibility needed to resource the account correctly from the startLife at TRMWe are building a safer world. The impact you will have:Own the complete the account relationship - mapping stakeholders from operational analysts through program leadership, identifying mission priorities, and positioning TRM''s blockchain intelligence platform as essential infrastructure for their workflowsLead all commercial activity: managing renewals, driving expansions into new programs, and creating net-new pipeline by identifying use cases where TRM''s data and tooling can meaningfully support the missionDevelop and maintain a 12-month rolling account plan, mapping pipeline to named programs, budget cycles, and contract vehicles - always maintaining 3x quota coveragePartner with TRM''s Solutions Architecture team to lead technical demonstrations and proof-of-concept engagements, translating operational requirements into compelling TRM proposalsServe as the internal voice for TRM - bringing mission feedback to Product, Intel Products, and Compliance Advisory to directly shape TRM''s NatSec capabilitiesNavigate complex procurement landscape: identifying available contract vehicles, working with TRM Legal and Deal Desk to structure compliant deals, and building pipeline far ahead of budget availabilityDevelop a roster of internal champions who will advocate for TRM''s expansion across new programs and mission sets within the accountWhat we''re looking for:Active TS/SCI with Full-Scope Polygraph (FSP Poly) - required on Day 1; no exceptions.