Job Description

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, we empower governments, financial institutions, and crypto businesses to combat illicit activity and global security threats.

At TRM, youll join a mission-driven, fastpaced team of experts in law enforcement, data science, engineering, and financial intelligence, tackling complex global challenges every day. Whether analyzing blockchain data, developing cuttingedge tools, or collaborating with global partners, youll have the opportunity to make a meaningful and lasting impact.

The Sales Account Director drives TRMs crypto gotomarket strategy for U.S. lawenforcement customers. The goal is to deepen and expand our footprint in the space. Were seeking a customerobsessed, consultative salesperson to own the entire sales process with new and existing customerssomeone knowledgeable about the cryptocurrency ecosystem and comfortable navigating complex processes to close six and sevenfigure deals.

Impact

• Account Mapping Connect with key stakeholders within U.S. lawenforcement, identify what matters to them, potential use cases, budgets, decision makers, and processes.
• Prospecting Discover new stakeholders, map payment processes, identify budget holders, decision makers, influences, and owners.
• Nurturing Own, plan, and quarterback activities to nurture client relationships, feedback loops, referrals, renewals, upsells, crosssells, and expansions.
• Account Planning Create and execute strategic plans that meet revenue and churn targets while uncovering new growth opportunities.
• Product & Subject Matter Expertise Hone TRM product knowledge and customervertical expertise to enrich every stage of the sales cycle.
• Customer Advocacy Gather and prioritize customer feedback and champion it within TRM.
• Loyalty Develop a roster of happy customers that refer new prospects and champion TRM.

Qualifications

• At least 8+ years of experience selling SaaS products into federal agencies.
• Strong knowledge of U.S. lawenforcement accounts and their workflows.
• Indepth understanding of government contracting and a network of partners across government.
• Excellent customerfacing presentation and listening skills, with the ability to establish credibility with senior lawenforcement executives.
• A knack for storytelling and the ability to build and convey compelling value propositions.
• Adaptable; can anticipate and react to rapidly changing goals.
• Autonomous, collaborative, and an excellent communicator.

About the Team

• Our publicsector team thrives on collaboration, sharing opportunities and competitive insights.
• We use Slack, 1on1 meetings with managers, biweekly team meetings, and monthly pod meetings with the broader support organization.
• Primarily in EST with some members in PST, we start around 8:00am and finish after 5:00pm, respecting family time while staying flexible when needed.

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