Sales Account Director

Summary

Join TRM Labs, a blockchain intelligence company, as a Sales Account Director to drive the crypto go-to-market strategy in the DACH region. You will increase and strengthen TRM's presence by owning the entire sales process with new and existing customers, closing six and seven-figure deals. Responsibilities include account mapping, prospecting, nurturing client relationships, account planning, and showcasing product expertise. You will gather customer feedback and advocate for them within TRM, building customer loyalty and referrals. The role requires 5+ years of SaaS sales experience in the DACH region's public and private sectors, strong presentation skills, storytelling abilities, adaptability, autonomy, and excellent communication. The team offers a fast-paced, supportive environment with regular team calls and company-wide communication. TRM values speed, high standards, and distributed ownership, offering generous benefits including PTO, holidays, and parental leave.

Requirements

• At least 5+ years of experience selling SaaS products into Public and Private Sector accounts in the DACH region
• 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

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

Benefits

• PTO
• Holidays
• Parental Leave
• Remote work