Job Description

TRM is on a mission to build a safer financial system for billions of people. We deliver a blockchain intelligence data platform to financial institutions, crypto companies, and governments to fight cryptocurrency fraud and financial crime. We consider our business — and our profit — as a way to move towards our mission sustainably and at scale.

The Sales Account Director for crypto-first businesses will lead the go-to-market strategy to increase and strengthen our foothold in the Federal Civilian space targeting Treasury and IRS. We're looking for a customer-obsessed, consultative salesperson to own the entire sales process with new customers. This person will be knowledgeable about the cryptocurrency ecosystem and feel comfortable navigating both complex six-figure deals and fast-moving transactional deals.

Responsibilities:

• Own the end-to-end sales process with new customers; from researching opportunities to tailoring their sales approach to prospects' needs to closing deals across Treasury and IRS.
• Write client proposals (sometimes, from scratch) and negotiate contracts / SOWs.
• Develop and leverage an in-depth understanding of client needs and key initiatives, tailor sales approach to specific business needs, and map these to TRM products.
• Generate, maintain, and report against an ongoing pipeline of strategic opportunities to meet and exceed sales targets.
• Actively seek to understand industry trends to help position against competitors.
• Gather and distribute product feedback from clients and prospects to the sales and product teams to help us continually enhance our product offerings.

What we’re looking for

• 8+ years of SaaS sales experience to Federal Civilian Agencies focused on Treasury and IRS 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.
• 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.

The following represents the expected range of compensation for this role:

• The estimated base salary range for this role is $141,667 - $158,333 plus commission
• 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:

• The Public Sector Sales Team is made of independent sales leaders who take ownership and initiative of their territory and responsibilities. Each team member is a master of their own territory.
• We work asynchronously to share intel, win strategies, and support one another when prospects cross time zones.
• Knowing the impact that our work has on the future of TRM, we’re scrappy and find ways to get things done and overcome any challenges that come our way.
• Each team member works according to typical business hours in their territory. At times, it’s necessary for the team to meet together a few hours earlier or later than an individual’s local business hours, but those occasions are planned in advance.

Learn about TRM Speed in this position:

• Returning prospect and customer communications within 24 hours at most, typically faster.
• Raising any customer concerns to the relevant internal teams promptly and ensuring
• Responding to internal requests (asks re: customer, prospect, and market information that can range from small to large projects) as quickly as possible.

Life at TRM Labs

Leadership Principles

Our Leadership Principles are foundational element 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.

Build a Career

Joining TRM means being part of a mission-driven team comprised of industry leaders. At TRM, you'll experience:

• Purpose and Mission: Have a real-world impact, from disrupting terrorist networks to returning stolen funds.
• Inspiring Colleagues: Collaborate with industry leaders and learn something new daily.
• Personal Growth: We're not just using technology; we're inventing it and taking category-defining products to market.

Work Environment

• Remote First: Our HQ is online. Tools like Zoom and Slack ensure seamless collaboration, but we also value in-person interactions, organizing regular meetups and offsites for team bonding. Clear communication is key in our decentralized setup. With tools like Slack, Loom, and voice notes, we document meetings and decisions, promoting transparency and efficiency.
• Ownership & TRM Speed : Small teams drive big goals at TRM. Every team member has significant ownership and responsibility, fostering an environment of initiative and direct impact. While there's no strict clocking in or out, we expect team members to balance personal schedules and team needs. We move “surprisingly fast” while maintaining a high bar in service of our customers and mission. This can feel both intense and rewarding. Our unique approach to projects emphasizes quick wins, rapid iterations, and constant feedback.
• Diversity and Inclusion : Diversity at TRM encompasses backgrounds, experiences, and perspectives. Every day is an opportunity to learn from a colleague, whether they're a law enforcement expert or a tech pioneer.
• Annual Company Offsite : Once a year, TRMers come together from around the world to attend a 1-week mandatory company offsite. This is designed to foster in-person relationships, creativity, and strategic alignment. Employee attendance is required of all TRMers.

Join Us

We're looking for team members who love building from the ground up and want to work hard in a fast-paced and ambitious environment. We are remote-first, with exceptionally talented team members located around the world. If you like solving tough problems quickly and seeing your work improve the lives of billions of people, we want you at TRM.

We encourage you to reach out even if your experience doesn't precisely match the job description. Don't worry about picking exactly the right job; we can always explore other options after starting the conversation. Your passion and interests will set you apart, especially if your background or career is unconventional.

To all recruitment agencies: TRM Labs does not accept unsolicited agency resumes. Please do not forward resumes to TRM Labs 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 that does not have a signed agreement with the Company.

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