Director of Sales

Summary

Join TRM Labs as the Director of US Law Enforcement Sales and lead the charge in expanding our blockchain intelligence platform within federal agencies. You will spearhead revenue generation, build and mentor a high-performing sales team, and cultivate key relationships with executive stakeholders. This role demands a deep understanding of US law enforcement and a proven ability to craft and execute effective go-to-market strategies. Success hinges on achieving ambitious revenue targets, fostering a collaborative team environment, and consistently exceeding pipeline generation goals. You will be a pivotal player in TRM's mission to build a safer financial system, leveraging your expertise to deliver innovative solutions and empower our customers.

Requirements

• Proven track record of building and leading high-performing sales teams within TRM’s domain or adjacent markets. Demonstrated ability to manage underperformance and consistently achieve results
• Experience working across functions, such as product, engineering, and marketing to prioritize customer outcomes and exceed pipeline generation targets
• Deep understanding of US law enforcement workflows and mission objectives, with a history of building strong executive relationships and delivering solutions that address customer pain points
• Comfort with technical product discussions, coaching sales reps on product positioning, and addressing sector-specific requirements
• A hands-on leader with a proven ability to sell into customers directly, using a solution-selling approach to drive impact
• Visionary leadership with the ability to craft and execute tailored GTM strategies for the federal sector, leveraging data and analytics to refine approaches
• A self-starter with the adaptability to experiment proactively, navigate ambiguity, and drive continuous improvement across teams

Responsibilities

• Achieve 2025 Revenue and Pipeline Generation targets while maintaining forecast accuracy within 10%
• Build and scale a high-performing team, proactively managing underperformance and fostering a culture of coaching and success
• Cultivate and expand executive-level stakeholder relationships, serving as a trusted advisor to key customers in the federal space
• Collaborate cross-functionally with product, engineering, marketing, and the partner ecosystem to drive customer and revenue outcomes
• Strategically experiment with and refine go-to-market strategies to address the unique needs of US law enforcement and federal customers
• Act as a trusted technical advisor during sales presentations, positioning TRM's product to address sector-specific challenges (e.g., FedRamp)
• Utilize data-driven insights in collaboration with RevOps to iterate on strategies, test new approaches, and continuously improve results
• Rapid Opportunity Assessment : You'll swiftly equip your team in qualifying or disqualifying opportunities to ensure a strong, future-focused pipeline. Your goal is to ensure your team adds more than 4x in qualified pipeline each week, targeting next quarter and beyond
• Sales Campaigns : You'll guide your team in developing two new sales campaigns each month to accelerate pipeline growth, with a focus on generating in-quarter opportunities
• Strategic Sales Planning : You'll ensure your team regularly updates and evaluates a strategic sales plan for all Tier 1 current customers and identify potential Tier 1 prospects on a monthly basis

Benefits

• Remote First: Our HQ is online. Tools like Zoom and Slack ensure seamless collaboration, but we also value in-person interactions, organizing regular meetups and offsites for team bonding
• Ownership & TRM Speed : Small teams drive big goals at TRM. Every team member has significant ownership and responsibility, fostering an environment of initiative and direct impact
• Annual Company Offsite : Once a year, TRMers come together from around the world to attend a 1-week mandatory company offsite. This is designed to foster in-person relationships, creativity, and strategic alignment. Employee attendance is required of all TRMers
• Purpose and Mission: Have a real-world impact, from disrupting terrorist networks to returning stolen funds
• Inspiring Colleagues: Collaborate with industry leaders and learn something new daily
• Personal Growth: We're not just using technology; we're inventing it and taking category-defining products to market