Account Director, Crypto

TRM Labs

9d•$276,666 - $343,334•Remote

About The Position

The Sales Account Director for crypto-first businesses will lead the go-to-market strategy to increase and strengthen TRM Labs’ foothold in the cryptocurrency sector. This customer-obsessed, consultative salesperson owns the entire sales process with new customers, applying knowledge of the cryptocurrency ecosystem to both complex six-figure deals and fast-moving transactional deals. The role is part of the Private Sector Business Development team, a global group of independent sales leaders who own their territories and work asynchronously to share intelligence, strategies, and support. Team members generally work typical business hours for their territory, with occasional planned meetings outside those hours. The position operates in a fast-moving, high-ownership environment with changing priorities, ambiguity, close cross-functional collaboration, and frequent communication. The compensation range is $276,666–$343,334 USD in on-target earnings, including target sales commissions or bonuses and annual base salary. The role may also be eligible to participate in TRM’s equity plan. Compensation may vary to account for geographic cost differences. AI fluency is a baseline expectation and will be evaluated during the interview process.

Requirements

At least 5 years of B2B SaaS sales experience.
Demonstrated ability to consistently deliver against net-new sales targets.
Strong customer-facing presentation and listening skills, with the ability to establish credibility with senior financial and compliance executives.
Ability to understand customer needs and communicate compelling value propositions.
Exceptional communication and problem-solving skills.
Strong knowledge of cryptocurrencies, digital assets, and/or blockchains.
Familiarity with cryptocurrency-related regulatory initiatives and changes, and understanding of Anti-Money Laundering (AML) and Know Your Customer (KYC) regulatory frameworks.
Previous experience working in a fast-paced, growing startup environment.
AI fluency, including applying AI to accelerate workflows, structure and solve problems, improve output quality, and increase speed and leverage.

Responsibilities

Own the end-to-end sales process with new customers across crypto-first businesses, from researching opportunities through tailoring the sales approach and closing deals.
Write client proposals, sometimes from scratch, and negotiate contracts and statements of work.
Develop an in-depth understanding of client needs and key initiatives, tailor sales approaches to specific business needs, and map those needs to TRM products.
Generate, maintain, and report on a pipeline of strategic opportunities to meet and exceed sales targets.
Understand industry trends and use them to help position TRM against competitors.
Gather and distribute product feedback from clients and prospects to sales and product teams.
Return prospect and customer communications within 24 hours at most, typically faster.
Raise customer concerns promptly with relevant internal teams and respond quickly to internal requests for customer, prospect, and market information.