Account Director, North American Financial Institutions

TRM Labs is a blockchain intelligence company dedicated to fighting crime and creating a safer world for billions of people. By leveraging blockchain data, threat intelligence, and advanced analytics, our products empower governments, financial institutions, and crypto businesses to safeguard communities from illicit activity and global security threats.

At TRM Labs, you’ll be part of a mission-driven, fast-paced environment where your work directly contributes to building a safer future. Our team combines expertise in law enforcement, data science, engineering, and financial intelligence to address complex challenges. Whether you're analyzing blockchain data, developing cutting-edge tools, or collaborating with global organizations, every day brings the opportunity to make a meaningful and lasting impact.

Team & position summary

The Sales Account Director for North American Financial Institutions will join a team driving TRM’s go-to-market strategy in the US Private Sector market. Their goal will be to expand and strengthen our foothold in the 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 the blockchain intelligence discipline within North American Financial Institutions, and feel comfortable navigating complex US Private Sector 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 many customers workflows for the first time, 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 into North American Financial Institutions, or 4 years experience accompanied with expert customer domain and mission knowledge.
• Strong knowledge of North American Financial Institutions is a firm requirement 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
• Farmer. 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
• Experience with virtual currencies, applications, and their use in financial networks is a plus

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 som