Account Director - US National Security

Build a Safer World. 

TRM Labs provides blockchain analytics and AI solutions to help law enforcement and national security agencies, financial institutions, and cryptocurrency businesses detect, investigate, and disrupt crypto-related fraud and financial crime. TRM’s blockchain intelligence and AI platforms include solutions to trace the source and destination of funds, identify illicit activity, build cases, and construct an operating picture of threats. TRM is trusted by leading agencies and businesses worldwide who rely on TRM to enable a safer, more secure world for all.

The Sales Account Director for US National Security will join a team driving TRM’s crypto go-to-market strategy in the US Public Sector market. Their goal will be to increase 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 cryptocurrency ecosystem and feel comfortable navigating complex US Public Sector processes to close six- and seven-figure deals.

Responsibilities:

• Account mapping - Connect with all the current key stakeholders within an account 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 across an account 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 every account to not only ensure company goals are met across key revenue and churn metrics, but also new growth opportunities are discovered and pursued
• Product & subject matter expertise - Hone TRM product & 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 - Pro-actively 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

Preferred Qualifications:

• 5+ years of B2G SaaS sales experience with a demonstrated ability to consistently deliver against net new sales targets.
• Strong customer-facing presentation/listening skills with the aptitude to establish credibility with senior financial and compliance executives.
• Natural storyteller with the capacity to understand customer needs and convey compelling value propositions.
• Exceptional communication and problem-solving skills.
• Strong knowledge of cryptocurrencies, digital assets, and/or blockchains.
• Familiarity with regulatory initiatives and changes related to cryptocurrency; understanding of Anti-Money Laundering (AML) and Know Your Customer (KYC) regulatory frameworks.
• Previous experience working in a fast-paced, growing startup environment.
• Experience selling into US National Security and Public Sector organizations.
• TS/SCI with Full Scope Polygraph clearance required.
• Individual pay is determined by skills, qualifications, experience, and location. The following represents the expected range of compensation for this role:
  • The estimated on target earnings (base and variable commission) for this role is $293,334 - $376,666.
  • Additionally, this role may be eligible to participate in TRM’s equity plan.