TRM Labs
Sales Account Director - US National Security
TRM Labs, Baltimore, Maryland, United States, 21276
Overview
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, TRM’s 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. Role
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 are 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 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. What to Expect at TRM
TRM moves fast—really fast. We operate with urgency, ownership, and high standards. You’ll be joining a team that’s highly engaged, mission-driven, and constantly evolving. To support this intensity, we offer generous benefits, including PTO, Holidays, and Parental Leave for full-time employees. We’re transparent about expectations and encourage thoughtful consideration of work-life balance. If you’re excited about TRM’s mission, we want to hear from you. Additional Information
We are remote-first and value global collaboration, clear communication, and meaningful relationships. No unsolicited agency resumes are accepted. By submitting your application, you agree to TRM’s processing of your personal information in accordance with the Privacy Policy.
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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, TRM’s 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. Role
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 are 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 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. What to Expect at TRM
TRM moves fast—really fast. We operate with urgency, ownership, and high standards. You’ll be joining a team that’s highly engaged, mission-driven, and constantly evolving. To support this intensity, we offer generous benefits, including PTO, Holidays, and Parental Leave for full-time employees. We’re transparent about expectations and encourage thoughtful consideration of work-life balance. If you’re excited about TRM’s mission, we want to hear from you. Additional Information
We are remote-first and value global collaboration, clear communication, and meaningful relationships. No unsolicited agency resumes are accepted. By submitting your application, you agree to TRM’s processing of your personal information in accordance with the Privacy Policy.
#J-18808-Ljbffr