Account Director, Crypto

The role

The Sales Account Director for crypto-first businesses will lead the go-to-market strategy. This person will own the entire sales process with new customers and navigate complex six-figure and transactional deals.

What you will do

• Own the end-to-end sales process with new customers.
• Write client proposals and negotiate contracts / SOWs.
• Develop and leverage an in-depth understanding of client needs.
• Tailor sales approach to specific business needs and map to TRM products.
• Generate, maintain, and report against an ongoing pipeline of strategic opportunities.
• Actively seek to understand industry trends to help position against competitors.
• Gather and distribute product feedback from clients and prospects to sales and product teams.

Required qualifications

• 5+ years of B2B SaaS sales experience.
• Demonstrated ability to consistently deliver against net new sales targets.
• Strong customer-facing presentation/listening skills.
• Aptitude to establish credibility with senior financial and compliance executives.
• Natural storyteller.
• 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.

Nice to have

• Eligible to participate in TRM’s equity plan

Benefits

• Equity plan eligibility

Before you apply

• Most interview processes include a case study, an AI skills assessment, and a Leadership Principles interview.
• You will be evaluated on applied AI fluency during the interview process.
• The use of AI tools of any kind during TRM interviews is not permitted without prior approval.

About the company

TRM Labs provides AI-powered intelligence solutions that help public and private sector agencies investigate and disrupt crime. The company is on a mission to build a safer financial system for billions of people.