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, APAC will have the exciting opportunity to help shape and deliver on a strategy to build mindshare and adoption of our products across public sector agencies in the APAC market, specifically Law Enforcement and National Security entities. 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. They will be able to work independently to break new ground across several time zones.
The impact you will have:
- Researching and creating opportunities, prospecting, initiating discussions, building relationships, conducting demos, managing product trials, and most importantly: closing deals! This is an end-to-end new business sales role and no task is too small or too large.
- Researching, creating and nurturing partnership relationships across APAC (especially Singapore, Thailand, Indonesia, The Philippines, Malaysia and other ASEAN geos).
- Developing, maintaining, and reporting against an ongoing pipeline of strategic opportunities to ensure achievement of sales targets.
- Nurturing existing customers - 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
What we’re looking for:
- 5+ years of Public Sector SaaS sales experience with a demonstrated ability to consistently deliver against net new sales targets within verticals like Law Enforcement, National Security, Defence and Intelligence.
- Strong customer-facing presentation/listening skills with the aptitude to establish credibility with senior financial and compliance executives.
- Experience with partnership development and management
- 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.
- Collaborative. You must work collaboratively in a cross-functional team and with people at all levels in an organization
- Previous experience working in a fast-paced, growing startup environment.
- Adaptable. Goals can change fast. You anticipate and react quickly.
- Autonomous. You own what you work on. You move fast and get things done.
- Strong understanding of cultural nuances in APAC business markets.
- Fluency in both English and at least one other ASEAN spoken language (at least one of Thai, Bhasa, Tagalog, Mandarin, Malay).
- You must be based in Singapore
About the Team:
- TRM's APAC Sales Team has a fast-paced, positive, and open culture. Team members are given a high degree of responsibility and autonomy so that they can decide the best way to deliver against goals. The team works positively together and you can expect a lot of help and support from both your teammates and your manager - who tries to make himself super available to assist you with questions, problems or at customer meetings.
- The team gets together for calls regularly including a weekly team call, a weekly pipeline call, a weekly forecast call and fortnightly pod calls. In addition, TRM runs regular "All hands" and "Founder AMA" calls so that everyone feels connected to the wider team and mission.
- Slack is the main tool that is at the center of all asynchronous and synchronous communication.
- The APAC Sales team works on both Singaporean and Australian time. However, there might be some requirements for later calls with East and West Coast US when working on complex opportunities.
Learn about TRM Speed in this position:
- TRM receives an urgent lead from a prospect at 3:30 PM on a Friday. They would like to speak to somebody in detail about their requirements, and TRM’s product and would like to see a demo today.
- Within your first month you will need to profile and stack rank all prospects and customers in your territory and start an outreach program yourself and with your SDR all whilst completing TRM’s onboarding and training.
- TRM receives a customer RFx late from a partner. It looks perfect for us, but we only have 3 days to respond. Rally your virtual team’s resources to provide a high-quality, detailed response that satisfies the customer.
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.
