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# Account Director, Defence and Intel (Canada)

Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move.

[Apply for this job](#job-application)[View company](https://jobicy.com/company/trm-labs.md)Share24 Aug 2026Published47Listing views5Application actions23 Sep 2026Apply before  Opportunity details

## About this role.

AI SummaryTRM Labs is seeking a senior Account Director to grow and retain relationships across Canada’s defence, intelligence, and broader national-security agencies. The role owns the full consultative sales cycle, including territory strategy, procurement navigation, demonstrations, renewals, expansions, and closing complex six- and seven-figure software deals. Success requires substantial experience selling SaaS into Canadian federal agencies, familiarity with security-clearance requirements, and knowledge of national-security procurement processes. The environment is high-velocity and metrics-driven, with changing priorities, frequent cross-functional communication, and significant personal accountability. Blockchain intelligence, AML knowledge, and applied AI fluency are valuable differentiators for the position.

## Role DNA

A quick view of the complexity, pace, ownership and collaboration implied by the job description.

### Job Complexity

5/5EasyHard

### Pace & Pressure

5/5RelaxedFast-paced

### Autonomy Level

5/5GuidedFull ownership

### Communication Load

5/5IndependentCollaborative

AI insightThis is a highly specialized enterprise public-sector sales role requiring trusted access to Canadian national-security stakeholders, sophisticated procurement knowledge, and the ability to close large, complex deals. The company also explicitly emphasizes urgency, ambiguity, high ownership, and aggressive pipeline-development expectations.

## Salary analysis

Estimated compensation compared with the broader US market for similar roles.

Estimated job medianMarket rate$165,000US market range$130k–$210k0$231k

AI insightNo salary was disclosed, so these figures are estimates for the US market in USD for a senior enterprise/public-sector Account Director selling specialized SaaS to defence and intelligence customers. Estimated base-salary market range is $130,000–$210,000 annually, with a midpoint of $165,000; variable commission and OTE could increase total compensation materially but are not included because they were not provided.

## Core skills

Skills and capabilities most closely associated with this opportunity.

[Enterprise SaaS Sales](https://jobicy.com/jobs?search_keywords=Enterprise%20SaaS%20Sales.md)[Canadian Federal Government](https://jobicy.com/jobs?search_keywords=Canadian%20Federal%20Government.md)[National Security](https://jobicy.com/jobs?search_keywords=National%20Security.md)[Defence and Intelligence](https://jobicy.com/jobs?search_keywords=Defence%20and%20Intelligence.md)[Public Sector Procurement](https://jobicy.com/jobs?search_keywords=Public%20Sector%20Procurement.md)[Account Management](https://jobicy.com/jobs?search_keywords=Account%20Management.md)[Strategic Territory Planning](https://jobicy.com/jobs?search_keywords=Strategic%20Territory%20Planning.md)[Blockchain Intelligence](https://jobicy.com/jobs?search_keywords=Blockchain%20Intelligence.md)[AML](https://jobicy.com/jobs?search_keywords=AML.md)[Customer Expansion](https://jobicy.com/jobs?search_keywords=Customer%20Expansion.md)

Sample interview questionsDescribe a complex SaaS sale you closed with a Canadian federal agency. How did you navigate the procurement process?I mapped the full buying committee early, including mission users, technical evaluators, procurement, security, legal, and the executive sponsor. I built a mutual action plan around procurement milestones, addressed security and compliance requirements proactively, and maintained executive alignment through regular outcome-focused updates. This approach reduced surprises and helped move the opportunity from evaluation to award.

How would you build pipeline within Canada’s defence and intelligence ecosystem?

I would segment agencies and accounts by mission priorities, existing technology environment, procurement accessibility, and expansion potential. I would develop focused campaigns around concrete use cases such as financial-crime investigations, threat-network tracing, and virtual-asset intelligence, then use customer references and mission-relevant workshops to create qualified opportunities. I would track pipeline quality, next steps, and stakeholder coverage weekly.

How do you explain blockchain intelligence to a senior government stakeholder who is not deeply technical?

I begin with the mission problem rather than the technology, such as accelerating an investigation or connecting financial activity across entities. I use plain language to explain how blockchain intelligence can provide traceability, attribution context, and actionable leads, then connect those capabilities to measurable operational outcomes. I tailor the depth of technical detail to the stakeholder’s role and decision criteria.

Give an example of expanding an existing strategic account while protecting the customer relationship.

I start by ensuring the customer is achieving value from the initial deployment through adoption reviews, user feedback, and outcome metrics. Once I understand adjacent teams or missions that could benefit, I introduce expansion opportunities as solutions to validated customer needs rather than as a sales push. I coordinate closely with customer success and technical teams so the expansion is credible, achievable, and supported after signature.

TRM operates with shifting priorities and high ownership. How do you stay effective in ambiguity?

I create clarity by identifying the highest-impact outcome, documenting assumptions, and establishing short feedback cycles with internal and customer stakeholders. I prioritize actions that improve customer progress or pipeline quality, communicate risks early, and adjust quickly when new information changes the plan. This lets me move with urgency while maintaining accountability for results.

### 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.

The Account Director for Canada Defence and Intel will join a team driving TRM’s go-to-market strategy in the Canadian Public Sector market. Their goal will be to expand and strengthen TRM’s foothold across Canada’s National Security ecosystem. We’re looking for a customer-obsessed, consultative salesperson to own the entire sales process with new and existing customers. This person will be knowledgeable about blockchain intelligence within National Security environments and feel comfortable navigating complex Canadian federal procurement and security processes to close six- and seven-figure deals.

The impact you will have:

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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

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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

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Own, plan, execute, and quarterback activities to nurture client relationships, including feedback loops, referrals, renewals, upsells, cross-sells, and expansions

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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

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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

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Proactively gather and prioritize customer feedback and champion it internally within TRM

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Develop a portfolio of strong referenceable customers who champion TRM, refer new prospects, and provide strategic product insight

What we’re looking for:

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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

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Strong knowledge of Canada’s National Security landscape (e.g., defence, intelligence, public safety, financial crime enforcement) and how agencies operate and procure technology

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Experience navigating Canadian federal procurement processes and security requirements

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Ability to obtain and maintain required Canadian security clearance

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Strong customer-facing presentation and listening skills with the ability to establish credibility with senior government and security leaders

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Familiarity with Anti-Money Laundering (AML) regulatory frameworks

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Strong storytelling ability—able to understand customer mission needs and build compelling value propositions

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Relationship-oriented (“farmer” mindset): energized by developing long-term client relationships, identifying new mission use cases, expanding within accounts, and closing complex deals

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Adaptable: able to operate effectively in evolving policy, procurement, and mission environments

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Autonomous: high ownership, strong execution, moves with urgency

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Excellent communicator: able to distill complex technical concepts into clear, mission-aligned narratives

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Collaborative: works effectively cross-functionally and with stakeholders at all levels

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Experience with virtual assets, blockchain technology, and their use in financial networks is a plus

About the Team:

*

Our Civilian Federal team thrives on collaboration, always looking out for each other by sharing opportunities and competitive insights. We actively exchange ideas and strategies to boost each other’s sales efforts. Communication is key, and we primarily use Slack, making sure to @mention colleagues for timely responses. Our routine includes weekly 1-on-1 meetings with managers, bi-weekly team meetings, and monthly Pod meetings with the broader support organization. Above all, we prioritize our customers’ missions, and this dedication is reflected in every aspect of our TRM life.

*

Our team predominantly operates in the EST timezone, with some members in PST. We start our day around 8:00 am and typically finish after 5:00 pm. While we may work beyond standard hours when necessary, we deeply respect family time and strive not to intrude on it. We’re committed to contributing whenever needed, ensuring our team’s success isn’t confined to a 40-hour workweek.

Learn about TRM Speed in this position:

*

Rapid Opportunity Assessment: You’ll swiftly qualify or disqualify opportunities to ensure a strong, future-focused pipeline. Your goal is to add more than $500k in qualified pipeline each month, targeting next quarter and beyond.

*

Sales Campaigns: You’ll develop two new sales campaigns each month to accelerate pipeline growth, with a focus on generating in-quarter opportunities.

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Strategic Sales Planning: You’ll regularly update and evaluate a strategic sales plan for all Tier 1 current customers and identify potential Tier 1 prospects on a monthly basis.

### Life at TRM

We are building a safer world. That promise shows up in how we work every day.

TRM moves quickly. 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:

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Priorities and targets to change quickly as we experiment and iterate

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Work that often requires operating with a high degree of ambiguity

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A high level of personal ownership and accountability

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Close collaboration across teams and functions

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Frequent, high-touch communication

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Creative problem solving and out-of-the-box thinking

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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 comfort navigating 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.

At the same time, many people find this work deeply rewarding. 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. Learn more: [Interviewing at TRM: How We Hire and What Success Looks Like](https://www.trmlabs.com/resources/blog/interviewing-at-trm-how-we-hire-and-what-success-looks-like)

### 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:

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Accelerate repeatable workflows

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Structure and solve problems

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Improve output quality

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Increase speed and leverage

You will be evaluated on applied AI fluency during the interview process.

### Leadership Principles

We hire and grow against three leadership principles. They’re the standards for how we operate, treat each other, and make decisions.

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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.

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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.

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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](https://www.trmlabs.com/policies/privacy-policy).

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](mailto:privacy@trmlabs.com).

To notify TRM Labs that you believe this job posting is non-compliant, please submit a report through this [form](https://docs.google.com/forms/d/e/1FAIpQLSc6e8jRCl2cQwgIzXLpIGQXtwvMQh__TcokvO2toAAkT44A6Q/viewform?usp=dialog). 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](https://docs.google.com/forms/d/e/1FAIpQLSevmAzPxWOYm_7kMHb9lEJlX3tpdBeHvvvNWjsI_6xhUfnXjw/viewform?usp=dialog).

### 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.

### Learn More: [Company Values](https://www.trmlabs.com/culture) | [Interviewing](https://www.trmlabs.com/interviewing) | [FAQs](https://www.trmlabs.com/faq)

Show more

[Apply now >](https://jobicy.com/jobs/151467-account-director-defence-and-intel-canada.md)

>  Annual salary information is not provided for this position. Explore salary ranges for similar roles in our [Salary Directory ›](https://jobicy.com/salaries.md)

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