Account Director (GTM Sales)

TL;DR

Account Director (GTM Sales): Own a single high-stakes intelligence community customer account and drive end-to-end strategic sales execution for TRM’s blockchain intelligence platform with an accent on classified procurement deal cycles, mission-aligned stakeholder mapping, and building a 12-month pipeline plan. Focus on closing multi-year, multi-program expansions through consultative discovery, technical demos/POCs, and compliant contracting structures.

Location: Remote (Washington D.C.); US Citizenship required; Active TS/SCI with Full-Scope Polygraph (FSP Poly) required on Day 1

Company

hirify.global provides AI-powered intelligence solutions that help public and private sector agencies investigate and disrupt crime.

What you will do

• Own the complete account relationship: map stakeholders, identify mission priorities, and position TRM as essential infrastructure for customer workflows.
• Lead all commercial activity including renewals, expansions into new programs, and net-new pipeline creation via mission-relevant use cases.
• Build and maintain a 12-month rolling account plan with pipeline mapped to named programs, budget cycles, and contract vehicles (maintaining 3x quota coverage).
• Partner with Solutions Architecture to lead technical demonstrations and proof-of-concept engagements, translating operational requirements into proposals.
• Act as the internal voice for mission feedback to Product, Intel Products, and Compliance Advisory to shape NatSec capabilities.
• Navigate complex procurement by identifying contract vehicles, structuring compliant deals with Legal/Deal Desk, and building pipeline ahead of budget availability.

Requirements

• Active TS/SCI with Full-Scope Polygraph (FSP Poly) required on Day 1 (no exceptions)
• US Citizenship required; 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 domain knowledge in the customers’ mission environment
• Pre-existing named relationships at the Maryland account or within its immediate peer network
• Proven track record closing six and seven-figure deals in classified government procurement environments, including experience with IDIQs, OTAs, GWACs, and government budget cycles
• Strong consultative communication and ability to present complex blockchain intelligence concepts in both classified and unclassified settings

Nice to have

• Experience building internal champion rosters to drive expansion across new programs and mission sets within the account

Culture & Benefits

• High-ownership, high-velocity environment with frequent, high-touch communication
• Team operates primarily in EST with some PST overlap; flexibility needed around customer mission rhythms and classified site requirements
• Slack-first communication and regular cadence (weekly 1:1s, bi-weekly syncs, monthly pod meetings, pipeline/deal reviews, forecast calls, and quarterly business reviews)
• AI fluency is a baseline expectation; applied AI use is evaluated during the interview process