Sales Account Director

Summary

Join TRM Labs as a Sales Account Director and drive our crypto go-to-market strategy for US SLED customers. Increase and strengthen our foothold in the space by owning the entire sales process with new and existing customers. You will be responsible for account mapping, prospecting, nurturing client relationships, account planning, and showcasing product expertise. Success in this role requires strong knowledge of SLED accounts, government contracting, and excellent communication skills. The position offers a fast-paced, collaborative environment with opportunities for career growth and remote work flexibility.

Requirements

• At least 8+ years of experience selling SaaS products into federal agencies
• Strong knowledge of SLED accounts and their workflows
• Knows government contracting and has a rich set of Partners across Government
• Strong customer-facing presentation/listening skills with the ability to establish credibility with senior SLED 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

Responsibilities

• Account Mapping - Connect with all the current key stakeholders within SLED 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 the SLED 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 SLED 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
• Rapid Opportunity Assessment : You'll swiftly qualify or disqualify opportunities to ensure a strong, future-focused pipeline. Your goal is to add more than $150K in qualified pipeline each week, targeting next quarter and beyond
• Sales Campaigns : You'll develop two new sales campaigns each month to accelerate pipeline growth, with a focus on generating in-quarter opportunities
• Strategic Sales Planning : You'll regularly update and evaluate a strategic sales plan for all Tier 1 current customers and identify potential Tier 1 prospects on a monthly basis

Benefits

• Remote work
• Career Growth – We embrace a growth mindset and provide development opportunities that increase skills relevant to your position