Account Director

Summary

Join TRM Labs, a blockchain intelligence company, as a Sales Account Director for the APAC Private Sector. Expand and strengthen TRM's market presence by owning the entire sales process with new and existing customers. You will connect with key stakeholders, implement blockchain intelligence into customer workflows, nurture client relationships, and create strategic plans for your territory. Hone your product and customer expertise to enrich the sales process and proactively gather customer feedback. Develop a roster of happy customers who will refer new prospects and provide crucial feedback. This role requires strong knowledge of APAC financial institutions and their processes, along with excellent communication and collaborative skills.

Requirements

• At least 8+ years of experience selling SaaS products into APAC Financial Institutions, specifically financial crime and/or fraud teams
• Strong knowledge of APAC Financial Institutions is a firm requirement as well as their workflows, procurement processes, and organisational 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 fulfilment 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 organisation

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 prioritise 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
• German and/or Italian language skills are preferred

Benefits

• PTO
• Holidays
• Parental Leave for full time employees
• Remote work