Sales Account Director

Summary

Join TRM Labs, a blockchain intelligence company, as a Sales Account Director to spearhead the go-to-market strategy within the Federal Civilian sector, focusing on Treasury and IRS. This customer-obsessed role demands expertise in the cryptocurrency ecosystem and involves managing the entire sales process, from opportunity research to contract negotiation. You will develop and leverage an in-depth understanding of client needs, tailor sales approaches, and map them to TRM products. The position requires generating and reporting on sales pipelines to meet targets, actively understanding industry trends, and gathering client feedback to enhance product offerings. Compensation includes a base salary range of $141,667 - $158,333 plus commission and potential equity participation. TRM Labs is a remote-first company with a global team, offering a fast-paced, high-impact environment.

Requirements

• 8+ years of SaaS sales experience to Federal Civilian Agencies focused on Treasury and IRS with a demonstrated ability to consistently deliver against net new sales targets
• Strong customer-facing presentation / listening skills with the aptitude to establish credibility with senior financial and compliance executives
• Natural storyteller with the capacity to understand customer needs and convey compelling value propositions
• Exceptional communication and problem-solving skills
• 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
• Previous experience working in a fast-paced, growing startup environment

Responsibilities

• Own the end-to-end sales process with new customers; from researching opportunities to tailoring their sales approach to prospects' needs to closing deals across Treasury and IRS
• Write client proposals (sometimes, from scratch) and negotiate contracts / SOWs
• Develop and leverage an in-depth understanding of client needs and key initiatives, tailor sales approach to specific business needs, and map these to TRM products
• Generate, maintain, and report against an ongoing pipeline of strategic opportunities to meet and exceed sales targets
• Actively seek to understand industry trends to help position against competitors
• Gather and distribute product feedback from clients and prospects to the sales and product teams to help us continually enhance our product offerings

Benefits

• The estimated base salary range for this role is $141,667 - $158,333 plus commission
• Additionally, this role may be eligible to participate in TRM’s equity plan
• PTO, Holidays, and Parental Leave for full time employees
• Remote-first company