Sales Account Director

TRM Labs is a blockchain intelligence company committed to fighting crime and creating a safer world. By leveraging blockchain data, threat intelligence, and advanced analytics, our products empower governments, financial institutions, and crypto businesses to combat illicit activity and global security threats. At TRM, you'll join a mission-driven, fast-paced team made up of experts in law enforcement, data science, engineering, and financial intelligence, tackling complex global challenges daily. Whether analyzing blockchain data, developing cutting-edge tools, or collaborating with global organizations, you'll have the opportunity to make a meaningful and lasting impact.

Team & position summary

The Sales Account Director for North American Financial Institutions will join a team driving TRM’s go-to-market strategy in the US Private Sector market. Their goal will be to expand and strengthen our foothold in the space. We're looking for a customer-obsessed, consultative salesperson to own the entire sales process with new and existing customers. This person will be knowledgeable about the blockchain intelligence discipline within North American Financial Institutions, and feel comfortable navigating complex US Private Sector processes to close six and seven-figure deals.

The impact you will have:

• 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 prioritize customer feedback and champion it within TRM
• Develop a roster of happy customers that will refer new prospects, champion TRM, and provide crucial feedback

What we’re looking for:

• At least 8+ years of experience selling SaaS products into North American Financial Institutions, or 4 years experience accompanied with expert customer domain and mission knowledge.
• Strong knowledge of North American Financial Institutions is a firm requirement as well as their workflows, procurement processes, and organizational 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 fulfillment 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 organization
• Experience with virtual currencies, applications, and their use in financial networks is a plus
• Individual pay is determined by skills, qualifications, experience, and location. The compensation details listed in this posting reflect the US base salary only. The following represents the expected range of compensation for this role:
  • The estimated base salary range for this role is $146,667 - $163,333
  • Additionally, this role may be eligible to participate in TRM’s equity plan.
  • Please note – we factor in the different costs for geographies outside the United States.

About the Team:

• Our team thrives on collaboration, always looking out for each other by sharing opportunities and competitive insights. We actively exchange ideas and strategies to boost each other's sales efforts. Communication is key, and we primarily use Slack, making sure to @mention colleagues for timely responses. Our routine includes weekly 1-on-1 meetings with managers, bi-weekly team meetings, and monthly Pod meetings with the broader support organization. Above all, we prioritize our customers' missions, and this dedication is reflected in every aspect of our TRM life.
• Our team predominantly operates in the EST timezone, with some members in PST. We start our day around 8:00 am and typically finish after 5:00 pm. While we may work beyond standard hours when necessary, we deeply respect family time and strive not to intrude on it. We're committed to contributing whenever needed, ensuring our team's success isn't confined to a 40-hour workweek.

Learn about TRM Speed in this position:

• Rapid Opportunity Assessment: You'll swiftly qualify or disqualify opportunities to ensure a strong, future-focused pipeline. Your goal is to add more than $500k in qualified pipeline each month, 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.

Life at TRM Labs

Leadership Principles

Our LPs are foundational elements of our strategy, guiding how we make decisions, how we treat each other, and how we behave day-to-day.

• Impact-Oriented Trailblazer – We put customers first, driving for speed, focus, and adaptability.
• Master Craftsperson – We prioritize speed, high standards, and distributed ownership.
• Inspiring Colleague – We value humility, candor, and a one-team mindset.

Accelerate your Career 

Join a mission-driven team of industry leaders and make a real-world impact—disrupting terrorist networks, recovering stolen funds, and more. At TRM, you will:

• 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.
• Thrive in a culture of coaching, where feedback is fast, direct, and built to help you level up. We expect everyone to both give and receive feedback as part of how we get better—together.

What to Expect at TRM

TRM moves fast—really fast. We know a lot of startups say that, but we mean it. We operate with urgency, ownership, and high standards. As a result, you’ll be joining a team that’s highly engaged, mission-driven, and constantly evolving.

To support this intensity, we’re also intentional about rest and recharge. We offer generous benefits, including PTO, Holidays, and Parental Leave for full time employees.

That said, TRM may not be the right fit for everyone. If you're optimizing for work life balance, we encourage you to:

• Ask your interviewers how they personally approach balance within their teams, and
• Reflect on whether this is the right season in your life to join a high-velocity environment.
• Be honest with yourself about what energizes you—and what drains you

We’re upfront about this because we want every new team member to thrive—not just survive.

Thrive as a Global Team 

As a remote-first company, TRM Labs is built for global collaboration.

• 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.
• By prioritizing trust and belonging, we harness the strengths of a global team while staying aligned with our mission and values.

Join our mission!

We’re looking for team members who thrive in fast-paced, high-impact environments and love building from the ground up. TRM is remote-first, with an exceptionally talented global team. If you enjoy solving tough problems and seeing your work make a difference for billions of people, we want you here. Don’t worry if your experience doesn’t perfectly match a job description— we value passion, problem-solving, and unique career paths. If you’re excited about TRM’s mission, we want to hear from you.

Recruitment agencies

TRM Labs does not accept unsolicited agency resumes. Please do not forward resumes to TRM employees. TRM Labs is not responsible for any fees related to unsolicited resumes and will not pay fees to any third-party agency or company without a signed agreement.

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