Sales Account Director

Summary

Join TRM Labs, a blockchain intelligence company, as a Sales Account Director for National Security. You will expand TRM's presence in the US Public Sector market by connecting with key stakeholders, implementing blockchain intelligence solutions, and nurturing client relationships. This role requires at least 8 years of experience selling SaaS products to federal agencies or 4 years with expert domain knowledge. You will need strong presentation skills, familiarity with AML regulations, and a knack for storytelling. TRM Labs offers a remote-first work environment, a collaborative team, and opportunities for personal and professional growth. The company prioritizes its mission of creating a safer world and values its employees' contributions.

Requirements

• At least 8+ years of experience selling SaaS products into federal agencies, or 4 years experiance accompanied with expert customer domain and mission knowledge
• Strong knowledge of National Security is a firm requirement as well as other agencies and their workflows
• Strong customer-facing presentation/listening skills with the ability to establish credibility with senior financial 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 fulfillment 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 organization

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 prioritize 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

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
• 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
• 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