Sales Development Manager

TRM is on a mission to build a safer financial system for billions of people. We deliver a blockchain intelligence data platform to financial institutions, crypto companies, and governments to fight cryptocurrency fraud and financial crime. We consider our business — and our profit — as a way to move towards our mission sustainably and at scale. 

As our first Sales Development Manager, you’ll play a pivotal role in building and scaling a high-performance SDR function to generate pipeline and drive revenue growth. This is an exciting opportunity to establish a critical function from the ground up, develop talent, and collaborate with Sales and Marketing teams to align strategy and achieve results.

The impact you will have:

• Build and scale the SDR function, establishing processes, KPIs, and tools to drive performance.
• Recruit, train, and manage SDR talent, providing continuous coaching and development opportunities.
• Align with Marketing and Sales to ensure smooth lead flow, consistent messaging, and effective handoffs.
• Monitor and optimize team performance using data-driven insights to improve results.
• Foster a high-performance, collaborative team culture focused on learning and growth.

What we’re looking for:

• 5+ years of experience in Enterprise Sales, with 2+ years in a Sales Development management role.
• Proven track record of building and scaling SDR teams, preferably in a startup or high-growth environment.
• Strong coaching, mentorship, and talent development skills.
• Experience designing sales processes and implementing sales tools (e.g., Salesforce, Outreach, or HubSpot).
• Experience with building metrics measuring the effectiveness of SDR organizations
• Exceptional communication skills and the ability to collaborate cross-functionally with Sales, Marketing, and other teams.
• Strong emotional intelligence with the ability to manage, motivate, and inspire diverse personalities.

About the Team:

• Five Sales Development Representatives, each assigned to a different portfolio, will report directly to the SDR Manager.
• 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:

• Adjust SDR outreach scripts or cadences after one week of poor conversion rates, resulting in a noticeable uplift within 2-3 days.
• Within 2 weeks, create an onboarding program that enables new SDRs to start booking meetings in their first week.
• After reviewing weekly KPIs, reallocate SDR focus to inbound leads, driving a 10% improvement in meetings booked within the next week.

 

Life at TRM Labs

Leadership Principles

Our Leadership Principles are foundational element of our strategy, guiding how we make decisions, how we treat each other, and how we behave day-to-day.

• Impact-Oriented Trailblazer: We put customers first, driving for speed, focus, and adaptability.
• Master Craftsperson: We prioritize speed, high standards, and distributed ownership.
• Inspiring Colleague: We value humility, candor, and a one-team mindset.

Build a Career 

Joining TRM means being part of a mission-driven team comprised of industry leaders. At TRM, you'll experience:

• Purpose and Mission: Have a real-world impact, from disrupting terrorist networks to returning stolen funds.
• Inspiring Colleagues: Collaborate with industry leaders and learn something new daily.
• Personal Growth: We're not just using technology; we're inventing it and taking category-defining products to market.

Work Environment

• Remote First: Our HQ is online. Tools like Zoom and Slack ensure seamless collaboration, but we also value in-person interactions, organizing regular meetups and offsites for team bonding. Clear communication is key in our decentralized setup. With tools like Slack, Loom, and voice notes, we document meetings and decisions, promoting transparency and efficiency.
• Ownership & TRM Speed: Small teams drive