Account Director

Summary

Join TRM Labs, a blockchain intelligence company, as a Sales Account Director for Financial Institutions in the APAC market. Expand and strengthen TRM's presence in the region by owning the entire sales process with new and existing customers. Connect with key stakeholders, implement blockchain intelligence into customer workflows, and nurture client relationships. Create and execute strategic plans to meet revenue goals, hone product expertise, gather customer feedback, and develop a roster of happy customers. This role requires at least 8 years of experience selling SaaS products to APAC financial institutions or 4 years with expert domain knowledge. You will need strong knowledge of regional banking workflows and strong customer-facing skills. The position involves travel and a fast-paced environment.

Requirements

• At least 8+ years of experience selling SaaS products into APAC-based Financial Institutions, or 4 years experience accompanied with expert customer domain and mission knowledge
• Strong knowledge of regional banking workflows, procurement norms, and organizational dynamics across APAC financial institutions is a firm requirement
• Strong customer-facing presentation and listening skills with the ability to establish credibility with senior executives and compliance decision-makers
• Familiarity with regional AML regulatory frameworks and key Digital Asset compliance developments
• A knack for storytelling: You can understand customer needs and build + convey compelling value propositions across diverse regulatory and commercial environments
• Hunter & Farmer mindset: You find excitement both in forging new customer relationships, as well as building long-term client relationships, identifying new use cases, obsessing over customer success, meeting new stakeholders within accounts, and closing deals
• Adaptable: Goals can shift quickly in new markets—you anticipate and respond rapidly
• Autonomous: You own your work, move fast, and deliver results
• Excellent communicator: You convey complex ideas effectively, across cultural and regulatory contexts
• Collaborative: You thrive in cross-functional teams and build rapport at all levels of an organization

Responsibilities

• Connect with current and net-new key stakeholders within your APAC territory, identifying what matters to them, their potential mission applications, who holds budgets, who makes decisions, who influences decisions, and who owns which process
• Spearhead the implementation of blockchain intelligence into customer workflows for the first time, driving toward a deep understanding of how TRM’s tools and data support financial institutions' objectives across regulatory compliance, fraud, and financial crime teams
• Own, plan, execute, and/or quarterback activities to nurture prospects and existing client relationships, create feedback loops, and generate opportunities for referrals, renewals, upsells, cross-sells, and expansions
• Create and execute strategic plans for your territory to ensure company goals are met across key revenue and churn metrics—and that 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 trials to customer advisory sessions to innovation workshops
• Proactively gather and prioritize customer feedback and champion it within TRM
• Develop a roster of happy customers who refer new prospects, champion TRM, and provide crucial feedback
• Rapid Opportunity Assessment : You'll swiftly qualify or disqualify opportunities to ensure a strong, future-focused pipeline. Your goal is to add more than $500k in qualified pipeline each month, targeting next quarter and beyond
• Sales Campaigns : You'll develop two new sales campaigns each month to accelerate pipeline growth, with a focus on generating in-quarter opportunities
• Strategic Sales Planning : You'll regularly update and evaluate a strategic sales plan for all Tier 1 current customers and identify potential Tier 1 prospects on a monthly basis

Preferred Qualifications

• Experience with virtual currencies, blockchain applications, and their use in Asian financial networks is a plus
• Language skills: Fluency in English is a must have, additional asian language skills would be a bonus
• Travel: Expect to travel up to 2-3 times per month, short regional trips

Benefits

• Work alongside top experts and learn every day
• Embrace a growth mindset with development opportunities tailored to your role
• Take on high-impact challenges in a fast-paced, collaborative environment
• Thrive in a culture of coaching, where feedback is fast, direct, and built to help you level up. We expect everyone to both give and receive feedback as part of how we get better—together
• We offer generous benefits, including PTO, Holidays, and Parental Leave for full time employees
• As a remote-first company, TRM Labs is built for global collaboration