Account Director, Financial Institutions

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 Sales Account Director will join a team driving TRM’s go-to-market strategy in the US Private Sector market. This is a high-paced role, with a large volume of accounts that move quickly. The Account Director’s goal will be to expand and strengthen our foothold in the North American private sector space. 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 and digital assets, and feel comfortable navigating complex processes to close six and seven-figure deals.

The impact you will have:

• Connect with current and net new key stakeholders within your territory and identify what matters to them, what are their potential mission applications, who holds budgets, who makes decisions, who influences decisions, who owns which process

• Spearhead the implementation of blockchain intelligence into customer workflows, driving towards intimate understanding of the customers' application of TRMs tooling and data to proactively find ways to improve the customers success.

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

• Create and execute strategic plans for your territory to not only ensure company goals are met across key revenue and churn metrics, but also new growth opportunities are discovered and pursued

• Hone TRM product and customer vertical subject matter expertise to enrich every stage of the sales process from demonstrations to trial to customer advisory sessions to innovation workshops

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

• Develop a roster of happy customers that will refer new prospects, champion TRM, and provide crucial feedback

What we’re looking for:

• At least 8+ years of experience selling SaaS products, or 4 years experience accompanied with expert customer domain and mission knowledge and a background in consulting

• Experience with virtual currencies, applications, and their use in financial networks

• Strong knowledge of crypto-native organizations as well as their workflows, procurement processes, and organizational structures

• Strong customer-facing presentation/listening skills with the ability to establish credibility with senior executives

• Familiarity with Anti-Money Laundering (AML) regulatory framework

• A knack for storytelling. You have the ability understand customer needs and build + convey compelling value propositions

• Ability to operate a large volume of accounts that develop quickly

• You find excitement or fulfillment through developing meaningful client relationships, identifying new use cases, obsessing over customer happiness, meeting new contacts within accounts, and closing deals

• Adaptable. Goals can change fast. You anticipate and react quickly

• Autonomous. You own what you work on. You move fast and get things done

• Excellent communication. You will need to communicate complex ideas effectively

• Collaborative. You must work collaboratively in a cross-functional team and with people at all levels in an organization

About the Team:

• Our 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.

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