Account Director, Crypto

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 space. 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 crypto-first businesses.

• 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

• 5+ years of B2B 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.

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

• Please note – we factor in the different costs for geographies outside the United States.

About the team:

• The Private Sector Business Development team is made of independent sales leaders who take ownership and initiative of their territory and responsibilities. Because we’re a global team, 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.

• Recruiter Intro: Explore your experience, motivations, and alignment with the role.

Learn more about interviewing at TRM

At TRM, you should expect:

• Priorities and targets to change quickly as we experiment and iterate

• Close collaboration across teams and functions

• Frequent, high-touch communication

• Creative problem solving and out-of-the-box thinking

• Accelerate repeatable workflows

• Structure and solve problems

• Improve output quality

• Increase speed and leverage

• Impact-Oriented Trailblazer: We put customers first and move with speed, focus, and adaptability. We treat every plan like an experiment – test, ship, measure, and iterate quickly.