Account Director

Summary

Join TRM Labs, a blockchain intelligence company, as a Sales Account Director, ANZ, and help build mindshare and adoption of our products across public sector agencies in the ANZ market. This customer-obsessed, consultative sales role involves owning the entire sales process with new customers, navigating complex deals, and working independently across multiple time zones. You will research and create opportunities, build relationships, conduct demos, manage product trials, and close deals. The role also includes nurturing existing customers, developing account plans, and honing product and subject matter expertise. You will proactively gather customer feedback and champion it within TRM, building a roster of loyal customers. This is a fast-paced, high-impact role within a supportive and collaborative 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, and most importantly: 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

• PTO, Holidays, and Parental Leave for full time employees
• Remote-first company