Sales Account Director, TRM Labs
Crypto
$141.7-158.3k
+ Commission
Digital Asset Compliance & Risk Management
Open for applications
Digital Asset Compliance & Risk Management
201-500 employees
Open for applications
$141.7-158.3k
+ Commission
201-500 employees
Company mission
TRM Labs' mission is to blend blockchain data with advanced analytics to help financial institutions and governments fight fraud, money laundering, and financial crime.
Role
Who you are
- 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
- 5+ years of B2B SaaS sales experience with a demonstrated ability to consistently deliver against net new sales targets
- Strong customer-facing presentation/listening skills with the aptitude to establish credibility with senior financial and compliance executives
- 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
- Previous experience working in a fast-paced, growing startup environment
What the job involves
- The Sales Account Director for crypto-first businesses will lead the go-to-market strategy to increase and strengthen our foothold in the space
- Own the end-to-end sales process with new customers -- from researching opportunities to tailoring their sales approach to prospects' needs to closing deals -- across crypto-first businesses
- Write client proposals (sometimes, from scratch) and negotiate contracts / SOWs
- Develop and leverage an in-depth understanding of client needs and key initiatives, tailor sales approach to specific business needs, and map these to TRM products
- Generate, maintain, and report against an ongoing pipeline of strategic opportunities to meet and exceed sales targets
- Actively seek to understand industry trends to help position against competitors
- Gather and distribute product feedback from clients and prospects to the sales and product teams to help us continually enhance our product offerings
Our take
The crypto space has become more mainstream but it is also intensely volatile and poorly regulated, with a high degree of anonymity afforded to its users. As such it has become a major source of financial fraud with $20 billion in crypto stolen in 2022 alone. TRM Lab exists to return trust to the blockchain, helping banks, government agencies and crypto companies detect and combat fraud with its blockchain intelligence solutions.
As the risk of blockchain fraud is only increasing, with the proceeds often being used for organized crime, there are a number of companies working in this space. TRM stands out with the breadth of its crypto asset coverage and the strength of its cross-chain analytics. It has partnered with the FBI and Europol to aid its investigations, and is also used by major crypto companies MoonPay and Binance.
The company has grown its revenue by almost 500% year on year since its founding in 2018, and has recently raised a significant amount of capital in a Series B fundraising round. It is planning to use this money to further develop its product and hire additional talent. As businesses and government agencies increasingly come to grips with fraud in the crypto space, TRM is well poised to continue its rapid growth.
Steph
Company Specialist
Insights
Few candidates hear
back within 2 weeks
42% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Nov 2022
$70m
SERIES B
Dec 2021
$60m
SERIES B
Total funding: $150.1m
Company benefits
- Remote-first work environment, with optional in-person offices
- Regular team off-sites and retreats
- Premium health, dental, and vision insurance
- FSA, HSA, and 401K programs
- Life & disability coverage
- Paid time for vacations, volunteering, sick leave, and generous parental leave
- Fitness, co-working, and home office reimbursements
- Professional learning and development stipends
Company values
- Impact-Oriented Trailblazers: We apply 80/20 prioritization to set high-impact targets, with a bias for customer centricity and adaptability.
- Master Craftspersons: We execute efficiently to achieve goals with sound judgement, optimal velocity, and grit.
- Inspiring Colleagues: We strive to elevate team performance through integrity, apprenticeship, and positive energy.
Company HQ
SoMa, San Francisco, CA
Articles
Leadership
Esteban Castaño
(CEO)Former Business Analyst at McKinsey & Company. Founded the Digital team at Generation, a high growth youth employment program, before launching TRM in 2018.
Rahul Raina
(CTO)Former Senior Business Analyst at McKinsey & Company. Former Software Engineer at Amazon Web Services and Opendoor.
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