Account Director, Financial Institutions

TRM Labs

10d

About The Position

The Sales Account Director will join TRM Labs’ team driving its go-to-market strategy in the US private-sector market. The role focuses on expanding and strengthening TRM’s presence among North American banks and large financial institutions. The Account Director owns the full sales process for new and existing customers, using a consultative, customer-focused approach to navigate complex sales cycles and close six- and seven-figure deals. The position combines new-business development with account growth and customer success. The Account Director builds relationships with stakeholders, learns how customers apply blockchain intelligence and TRM’s tools and data, develops territory plans, and identifies opportunities for renewals, expansion, upsells, cross-sells, and referrals. The role also gathers customer feedback and develops expertise in TRM products and customer verticals to support demonstrations, trials, advisory sessions, and innovation workshops. This is a fast-paced, high-ownership environment with a large volume of rapidly developing accounts. The team operates primarily in the Eastern Time zone, typically starting around 8:00 a.m. and finishing after 5:00 p.m.; additional hours may be needed. The company is distributed-first, with hubs in several cities. TRM expects team members to apply AI fluency to improve workflows, problem-solving, quality, and speed.

Requirements

At least 8 years of experience selling SaaS products, or 4 years of experience accompanied by expert customer-domain and mission knowledge and a consulting background.
Experience with virtual currencies, their applications, and their use in financial networks.
Strong knowledge of crypto-native organizations, including their workflows, procurement processes, and organizational structures.
Strong customer-facing presentation and listening skills, with the ability to establish credibility with senior executives.
Familiarity with the Anti-Money Laundering (AML) regulatory framework.
Ability to understand customer needs and communicate compelling value propositions through storytelling.
Ability to manage a large volume of rapidly developing accounts.
Ability to develop client relationships, identify new use cases, focus on customer satisfaction, build account contacts, and close deals.
Adaptability in response to rapidly changing goals and circumstances.
Autonomy, ownership, and ability to execute quickly.
Excellent communication skills, including the ability to explain complex ideas effectively.
Ability to collaborate with cross-functional teams and people at all levels of an organization.
AI fluency: ability to apply AI to accelerate repeatable workflows, structure and solve problems, improve output quality, and increase speed and leverage.

Responsibilities

Connect with current and prospective key stakeholders in the territory to understand their priorities, potential mission applications, budgets, decision-makers, influencers, and processes.
Drive implementation of blockchain intelligence into customer workflows and develop a detailed understanding of how customers use TRM tools and data.
Identify ways to improve customer success.
Plan, execute, and coordinate activities that build client relationships and feedback loops and generate referrals, renewals, upsells, cross-sells, and expansions.
Create and execute strategic territory plans to meet revenue and churn goals and identify and pursue growth opportunities.
Develop expertise in TRM products and customer verticals to support sales demonstrations, trials, customer advisory sessions, and innovation workshops.
Gather and prioritize customer feedback and advocate for it within TRM.
Build a roster of satisfied customers who will refer prospects, champion TRM, and provide feedback.
Rapidly qualify or disqualify opportunities and add more than $500,000 in qualified pipeline each month, targeting the next quarter and beyond.
Develop two new sales campaigns each month, focused on accelerating pipeline growth and generating in-quarter opportunities.
Regularly update and evaluate strategic sales plans for Tier 1 current customers and identify potential Tier 1 prospects monthly.