Account Director, Crypto

About this role

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.

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.

The Sales Account Director for crypto-first businesses will lead the go-to-market strategy to increase and strengthen our foothold in the space. We're looking for a customer-obsessed, consultative salesperson to own the entire sales process with new customers. This person will be knowledgeable about the cryptocurrency ecosystem and feel comfortable navigating both complex six-figure deals and fast-moving transactional deals.

Responsibilities:

- Own the end-to-end sales process with new customers -- from researching opportunities to tailoring their sales approach to prospects' needs to closing deals -- across crypto-first businesses.

- Write client proposals (sometimes, from scratch) and negotiate contracts / SOWs.

- Develop and leverage an in-depth understanding of client needs and key initiatives, tailor sales approach to specific business needs, and map these to TRM products.

- Generate, maintain, and report against an ongoing pipeline of strategic opportunities to meet and exceed sales targets.

- Actively seek to understand industry trends to help position against competitors.

- Gather and distribute product feedback from clients and prospects to the sales and product teams to help us continually enhance our product offerings.

What we’re looking for

- 5+ years of B2B SaaS sales experience with a demonstrated ability to consistently deliver against net new sales targets.

- Strong customer-facing presentation/listening skills with the aptitude to establish credibility with senior financial and compliance executives.

- Natural storyteller with the capacity to understand customer needs and convey compelling value propositions.

- Exceptional communication and problem-solving skills.

- Strong knowledge of cryptocurrencies, digital assets, and/or blockchains.

- Familiarity with regulatory initiatives and changes related to cryptocurrency; understanding of Anti-Money Laundering (AML) and Know Your Customer (KYC) regulatory frameworks.

- Previous experience working in a fast-paced, growing startup environment.

The following represents the expected range of compensation for this role:

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- Additionally, this role may be eligible to participate in TRM’s equity plan.

- Please note – we factor in the different costs for geographies outside the United States.

About the team:

- The Private Sector Business Development team is made of independent sales leaders who take ownership and initiative of their territory and responsibilities. Because we’re a global team, each team member is a master of their own territory.

- We work asynchronously to share intel, win strategies, and support one another when prospects cross time zones.

- Knowing the impact that our work has on the future of TRM, we’re scrappy and find ways to get things done and overcome any challenges that come our way.

- Each team member works according to typical business hours in their territory. At times, it’s necessary for the team to meet together a few hours earlier or later than an individual’s local business hours, but those occasions are planned in advance.

Learn about TRM Speed in this position:

- Returning prospect and customer communications within 24 hours at most, typically faster.

- Raising any customer concerns to the relevant internal teams promptly and ensuring

- Responding to internal requests (asks re: customer, prospect, and market information that can range from small to large projects) as quickly as possible.

APPLICATION INSTRUCTIONS

If you’re interested in joining TRM, we encourage you to apply directly. Every application is reviewed by our Talent team.

Before applying, review the job description carefully and highlight the experience and impact that best demonstrate the required qualifications. Please also provide thoughtful and accurate answers to the application questions, as these will be used to evaluate your qualifications for the role.

If you send your resume directly to someone at TRM, we can’t guarantee it will reach the appropriate hiring team. Applying directly is the best way to ensure you’re considered.

WHAT TO EXPECT FROM OUR INTERVIEW PROCESS

Our process is designed to understand how you think, solve problems, and deliver impact, while giving you the opportunity to evaluate TRM. Most interview processes include a case study, AI skills assessment, and Leadership Principles interview.

- Recruiter Intro: Explore your experience, motivations, and alignment with the role.

- Hiring Manager: Dive deeper into your relevant experience, skills, and impact.

- First Round: Typically 1–2 interviews focused on the skills most critical to the role.

- Final Round: Meet some of the people you'd be working with. This is usually a panel-style session where we go deeper on your craft, problem-solving, and alignment with TRM.

- References: We’ll speak with former colleagues who can provide perspective on your work and impact.

- Offer: If it’s a mutual fit, your recruiter will walk you through your offer and answer your questions.

- Welcome to TRM: Once you sign, we’ll get you ready for your first day and onboarding.

Your recruiter will share your specific interview plan and preparation guidance along the way.

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