Sales Account Director

Summary

Join TRM Labs, a blockchain intelligence company dedicated to combating crime and creating a safer world. As the Sales Account Director for EMEA Private Sector, you will be responsible for expanding TRM's presence in the EMEA Private Sector market. This role involves connecting with key stakeholders, implementing blockchain intelligence into customer workflows, nurturing client relationships, and developing strategic plans for your territory. You will also be responsible for gathering and prioritizing customer feedback, building a roster of happy customers, and honing your expertise in TRM products and customer verticals. This is a fast-paced, high-impact role where you will have the opportunity to make a real-world impact by disrupting terrorist networks, recovering stolen funds, and more.

Requirements

• At least 8+ years of experience selling SaaS products into EMEA Financial Institutions, or 4 years experience accompanied with expert customer domain and mission knowledge
• Strong knowledge of EMEA Financial Institutions is a firm requirement as well as their workflows, procurement processes, and organisational structures
• Strong customer-facing presentation/listening skills with the ability to establish credibility with senior 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 fulfilment 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 organisation

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 prioritise 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

• Work alongside top experts and learn every day
• Embrace a growth mindset with development opportunities tailored to your role
• Take on high-impact challenges in a fast-paced, collaborative environment
• We cultivate a strong remote culture through clear communication, thorough documentation, and meaningful relationships
• We invest in offsites, regional meetups, virtual coffee chats, and onboarding buddies to foster collaboration