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TRM Labs is hiring a

Sales Account Director - SLED

Remote

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 will join a team driving TRM’s crypto go-to-market strategy for US SLED customers. Your goal will be 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 and existing customers. This person will be knowledgeable about the cryptocurrency ecosystem and feel comfortable navigating complex processes to close six and seven figure deals.

The impact you will have here

  • Account Mapping and Prospecting - Connect with all the current key stakeholders within SLED and identify what matters to them
  • Nurturing - Own, plan, execute, and/or quarterback sales activities 
  • Account Planning - Create and execute strategic plans for SLED 
  • Product and Subject Matter Expertise - Hone TRM product and customer vertical subject matter expertise 
  • Customer Advocacy - Proactively gather and prioritize customer feedback 
  • Loyalty - Develop a roster of happy customers that will refer new prospects


What we’re looking for

  • At least 8+ years of experience selling SaaS products into federal agencies
  • Strong knowledge of SLED accounts 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 SLED 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

About the Team:

  • Our public sector team thrives on collaboration, always looking out for each other by sharing opportunities and competitive insights. We actively exchange ideas and strategies to boost each other's sales efforts. Communication is key, and we primarily use Slack, making sure to @mention colleagues for timely responses. Our routine includes weekly 1-on-1 meetings with managers, bi-weekly team meetings, and monthly Pod meetings with the broader support organization. Above all, we prioritize our customers' missions, and this dedication is reflected in every aspect of our TRM life.
  • Our team predominantly operates in the EST timezone, with some members in PST. We start our day around 8:00 am and typically finish after 5:00 pm. While we may work beyond standard hours when necessary, we deeply respect family time and strive not to intrude on it. We're committed to contributing whenever needed, ensuring our team's success isn't confined to a 40-hour workweek.

Learn about TRM Speed in this position:

  • Rapid Opportunity Assessment: You'll swiftly qualify or disqualify opportunities to ensure a strong, future-focused pipeline. Your goal is to add more than $150K in qualified pipeline each week, targeting next quarter and beyond.
  • Sales Campaigns: You'll develop two new sales campaigns each month to accelerate pipeline growth, with a focus on generating in-quarter opportunities.
  • Strategic Sales Planning: You'll regularly update and evaluate a strategic sales plan for all Tier 1 current customers and identify potential Tier 1 prospects on a monthly basis.

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.

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