Account Director - North American Crypto - Remote

Overview

TRM Labs is a blockchain intelligence company committed to fighting crime and creating a safer world. By leveraging blockchain data, threat intelligence, and advanced analytics, our products empower governments, financial institutions, and crypto businesses to combat illicit activity and global security threats. At TRM, you'll join a mission-driven, fast-paced team made up of experts in law enforcement, data science, engineering, and financial intelligence, tackling complex global challenges daily. Whether analyzing blockchain data, developing cutting-edge tools, or collaborating with global organizations, you'll have the opportunity to make a meaningful and lasting impact.

The Sales Account Director will join a team driving TRM’s go-to-market strategy in the US crypto markets. This is a high-paced role, with a large volume of accounts that evolve quickly. The Account Director’s goal will be to expand and strengthen our foothold across North American crypto-native organizations, including exchanges, DeFi platforms, fintechs, market makers, and institutional participants. We're looking for a customer-obsessed, consultative salesperson to own the entire sales process with new and existing crypto-focused customers. This person will be deeply knowledgeable about blockchain intelligence and digital assets, and feel comfortable navigating complex processes to close six- and seven-figure deals.

The impact you will have:

• Build trusted relationships with leaders across crypto exchanges, DeFi protocols, fintechs, hedge funds, custodians, and other digital asset players. Identify what matters most to them, their crypto use cases, regulatory needs, budgets, and decision-making processes.
• Spearhead the implementation of blockchain intelligence into customer workflows, enabling risk management, compliance, and security outcomes tailored to the crypto economy.
• Own, plan, execute, and quarterback activities to nurture relationships across a diverse portfolio of crypto organizations, driving renewals, upsells, cross-sells, and expansions.
• Create and execute strategic plans for your territory to ensure company goals are met across key revenue and churn metrics, while uncovering new opportunities within the crypto market.
• Hone TRM product expertise and crypto industry knowledge to enrich every stage of the sales process—from product demonstrations to customer advisory sessions to innovation workshops.
• Proactively gather and prioritize customer feedback from the crypto community and champion it within TRM to shape product direction.
• Develop a roster of delighted crypto customers who will serve as champions, referrals, and design partners for TRM.

What we’re looking for:

• 8+ years of experience selling SaaS products, OR 4+ years with deep domain knowledge in digital assets, blockchain, or crypto compliance.
• Experience with virtual currencies, decentralized applications, and their role in global financial networks.
• Strong knowledge of crypto-native organizations (exchanges, DeFi protocols, custodians, payment providers, etc.), their workflows, procurement processes, and organizational structures.
• Familiarity with the evolving regulatory and compliance landscape around cryptocurrencies (e.g., AML, sanctions, licensing).
• Strong customer-facing presentation and listening skills, with the ability to establish credibility with senior crypto executives, founders, and compliance leaders.
• A knack for storytelling: you can translate crypto-specific pain points into compelling value propositions.
• Ability to manage a high volume of crypto accounts with rapidly changing dynamics.
• Excitement about building meaningful client relationships, identifying new crypto use cases, and closing impactful deals.
• Adaptable and autonomous—you anticipate change in a fast-moving market and execute quickly.
• Excellent communication skills to explain complex crypto concepts effectively.
• Collaborative mindset with the ability to work across cross-functional teams and multiple organizational levels.

About the Team:

• Our 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 $500k in qualified pipeline each month, 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.