TRM Labs is hiring a
Sales Account Director

Summary

Join TRM Labs as Sales Account Director to drive crypto go-to-market strategy for EMEA Public Sector customers, increasing and strengthening foothold in the space. As a customer-obsessed, consultative salesperson, you will own the entire sales process with new and existing customers, being knowledgeable about the cryptocurrency ecosystem and navigating complex processes to close six and seven-figure deals.

Requirements

• At least 8+ years of experience selling SaaS products into EMEA Public Sector accounts, specifically in Italy
• Strong knowledge of EMEA Public Sector accounts and their workflows, specifically in Italy
• Strong customer-facing presentation/listening skills with the ability to establish credibility with senior executives
• A knack for storytelling. You have the ability understand customer needs and build + convey compelling value propositions
• Adaptable. Goals can change fast. You anticipate and react quickly
• Autonomous, collaborative and an excellent communicator
• Must be based in Italy

Responsibilities

• Account Mapping - Connect with all the current key stakeholders within your territory and identify what matters to them, what are their potential use cases, who holds budgets, who makes decisions, who influences decisions, who owns which process
• Prospecting - Discover new stakeholders within your territory and identify what matters to them, what are their potential use cases, who holds budgets, who makes decisions, who influences decisions, who owns which process
• Nurturing - 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 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
• Product and Subject Matter Expertise - 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
• Customer Advocacy - Proactively 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