Account Director

Summary

Join TRM Labs as a Sales Account Director for North American Financial Institutions and contribute to expanding the company's presence in the US Private Sector market. You will be responsible for the entire sales process with new and existing clients, focusing on closing six and seven-figure deals. This role requires strong knowledge of North American Financial Institutions, their workflows, and AML regulations. Success in this position involves building strong client relationships, developing strategic sales plans, and proactively gathering customer feedback. The ideal candidate possesses at least 8 years of SaaS sales experience within North American Financial Institutions or 4 years with expert domain knowledge. TRM Labs offers a remote-first work environment and a collaborative team culture.

Requirements

• 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

Responsibilities

• 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

Preferred Qualifications

Experience with virtual currencies, applications, and their use in financial networks is a plus

Benefits

• Remote work, flexible hours
• Career Growth – We embrace a growth mindset and provide development opportunities that increase skills relevant to your position