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Sales Account Director

4 months ago

Washington, United States TRM Labs Full time

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.

Responsibilities:

  • Account Mapping - Connect with all the current key stakeholders within FBI and DOJ 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 the FBI and DOJ 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 FBI and DOJ 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
What we're looking for
  • At least 8+ years of experience selling SaaS products into federal agencies
  • Strong knowledge of FBI, DOJ and Federal Law Enforcement and their workflows
  • Knows government contracting and has a rich set of Partners across Government.
  • Strong customer-facing presentation/listening skills with the ability to establish credibility with senior FBI and DOJ 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
Life at TRM Labs
Our Principles

TRM's culture is shaped by how we make decisions, how we execute, and how we treat each other
  • 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: Have a real-world impact, from disrupting terrorist networks to returning stolen funds.
  • Growth: Professional advancement opportunities through clearly defined career pathways and biannual performance reviews.
  • Ownership: Take pride in your work. Have a large breadth and scope of contributions and impact.
Work Environment
  • Remote First: Our headquarters is online but we highly value in-person interactions, organizing regular meetups and offsites for team building.
  • Async Communication: Clear communication is key in our decentralized setup. We use tools such as Slack, Notion, and Loom, to promote transparency and efficiency.
  • High Ownership: Small teams drive big goals at TRM with ownership, responsibility, and a direct impact. There's no strict clocking in or out. Team members are trusted to balance personal schedules with team needs.
  • TRM Speed: 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 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.
Benefits and Perks

At TRM, we know that supporting our team members can take many forms. Our goal is to enable you to care for yourself, your family, and your community with a diverse and curated benefits package for full-time employees.
  • Remote-first work environment
  • Competitive salaries and stock options
  • Premium health, dental, and vision insurance
  • FSA, HSA, and 401K programs
  • Life & disability coverage
  • Generous paid time for vacation, holidays, and parental leave
  • Fertility, professional coaching, and mental health resources
Join Us

We are 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.