Account Director – Defence and Intel

August 24, 2026

Job Description:

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

Requirements:

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.

Benefits:

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