Sales Account Director - US National Security

TRM Labs is a blockchain intelligence company dedicated to fighting crime and creating a safer world for billions of people. By leveraging blockchain data, threat intelligence, and advanced analytics, our products empower governments, financial institutions, and crypto businesses to safeguard communities from illicit activity and global security threats.At TRM Labs, you'll be part of a mission-driven, fast-paced environment where your work directly contributes to building a safer future. Our team combines expertise in law enforcement, data science, engineering, and financial intelligence to address complex challenges. Whether you're analyzing blockchain data, developing cutting-edge tools, or collaborating with global organizations, every day brings the opportunity to make a meaningful and lasting impact.The Sales Account Director for National Security will join a team driving TRM's go-to-market strategy in the US Public Sector market. Their goal will be to expand 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 blockchain intelligence discipline within NatSec, and feel comfortable navigating complex US Public Sector processes to close six and seven-figure deals.The impact you will have:Connect with current and net new key stakeholders within your territory and identify what matters to them, what are their potential mission applications, who holds budgets, who makes decisions, who influences decisions, who owns which processSpearhead the implementation of blockchain intelligence into many customers workflows for the first time, driving towards intimate understanding of the customers' application of TRMs tooling and data to proactively find ways to improve the customers success.Own, plan, execute, andor quarterback activities to nurture client relationships, feedback loops, referrals, renewals, upsells, cross-sells, expansionsCreate and execute strategic plans for your territory to not only ensure company goals are met across key revenue and churn metrics, but also new growth opportunities are discovered and pursuedHone TRM product and customer vertical subject matter expertise to enrich every stage of the sales process from demonstrations to trial to customer advisory sessions to innovation workshopsProactively gather and prioritize customer feedback and champion it within TRMDevelop a roster of happy customers that will refer new prospects, champion TRM, and provide crucial feedbackWhat we're looking for:At least 8+ years of experience selling SaaS products into federal agencies, or 4 years experiance accompanied with expert customer domain and mission knowledge.Strong knowledge of National Security is a firm requirement as well as other agencies and their workflowsStrong customer-facing presentationlistening skills with the ability to establish credibility with senior financial executivesFamiliarity with Anti-Money Laundering (AML) regulatory frameworkA knack for storytelling. You have the ability understand customer needs and build + convey compelling value propositionsFarmer. You find excitement or fulfillment through developing meaningful client relationships, identifying new use cases, obsessing over customer happiness, meeting new contacts within accounts, and closing dealsAdaptable. Goals can change fast. You anticipate and react quicklyAutonomous. You own what you work on. You move fast and get things doneExcellent communication. You will need to communicate complex ideas effectivelyCollaborative. You must work collaboratively in a cross-functional team and with people at all levels in an organizationExperience with virtual currencies, applications, and their use in financial networks is a plusAbout the Team:National Security 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.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 LabsLeadership PrinciplesOur Leadership Principles are foundational elements 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 spiring 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 - Have a real-world impact, from disrupting terrorist networks to returning stolen spiring Colleagues - Collaborate with industry leaders and learn something new daily.Career Growth - We embrace a growth mindset and provide development opportunities that increase skills relevant to your position.Thriving at TRMAt TRM Labs, being a remote-first company is fundamental to our identity and operations. We are intentional about building a culture that thrives across time zones and continents, where communication is clear, documentation is thorough, and relationships are meaningful.Building strong, trust-based relationships is a core value. Through thoughtful investments in offsites, regional hub meetups, virtual coffee chats, and onboarding buddies, we foster connections that enable effective collaboration. By creating spaces for meaningful interactions, we support a culture of high trust and belonging, essential to a thriving remote-first team.This remote-first model enables us to derive the unique value of a globally distributed team while staying true to our mission and values, ensuring impact, alignment, and a culture of continuous improvement.Join UsWe'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.Learn More | Company Values | Interviewing | FAQs

Created: 2025-02-17