Account Director

Summary

Join TRM Labs, a blockchain intelligence company, as a Sales Account Director, ANZ, and contribute to building mindshare and adoption of our products across public sector agencies in the ANZ market. You will be responsible for the entire sales process, from researching and creating opportunities to closing deals. This is an end-to-end new business sales role requiring expertise in the cryptocurrency ecosystem and experience in navigating complex deals. You will work independently, build partnerships, and nurture existing customer relationships. The role demands strong communication, problem-solving, and collaboration skills, along with a deep understanding of cryptocurrencies and relevant regulations. Based in Australia, you will be part of a fast-paced, supportive team.

Requirements

• 5+ years of Public Sector SaaS sales experience with a demonstrated ability to consistently deliver against net new sales targets within verticals like Law Enforcement, National Security, Defence and Intelligence
• Strong customer-facing presentation/listening skills with the aptitude to establish credibility with senior financial and compliance executives
• Experience with partnership development and management
• 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
• Collaborative. You must work collaboratively in a cross-functional team and with people at all levels in an organization
• Previous experience working in a fast-paced, growing startup environment
• Adaptable. Goals can change fast. You anticipate and react quickly
• Autonomous. You own what you work on. You move fast and get things done
• You must be based in Australia

Responsibilities

• Researching and creating opportunities
• Prospecting
• Initiating discussions
• Building relationships
• Conducting demos
• Managing product trials
• Closing deals
• Researching, creating and nurturing partnership relationships across ANZ
• Developing, maintaining, and reporting against an ongoing pipeline of strategic opportunities to ensure achievement of sales targets
• Nurturing existing customers - Own, plan, execute, and/or quarterback activities to nurture client relationships, feedback loops, referrals, renewals, upsells, cross-sells, expansions
• Account planning - Create and execute strategic plans for every account to not only ensure company goals are met across key revenue and churn metrics, but also new growth opportunities are discovered and pursued
• Product & subject matter expertise - Hone TRM product & customer vertical subject matter expertise to enrich every stage of the sales process from demonstrations to trial to customer advisory sessions to innovation workshops
• Customer advocacy - Pro-actively gather and prioritize customer feedback and champion it within TRM
• Loyalty - Develop a roster of happy customers that will refer new prospects, champion TRM, and provide crucial feedback

Benefits

• Remote work, flexible hours
• Professional development opportunities