Sr. Strategic Account Director

TRM Labs

2d•Remote

About The Position

As a Sr. Strategic Account Director at TRM Labs, you will own relationships and revenue across several of the company’s largest global banking accounts. You will set account strategy, navigate complex institutions, and expand TRM’s presence across business lines to help customers detect and disrupt financial crime. The role is remote and distributed, based in the United States, with customer travel and a shared core working-hours overlap. It is designed for a seller who uses AI to improve speed, preparation, account strategy, and execution. You will work with a team of quota-carrying Account Directors focused on TRM’s largest accounts, partnering closely with Sales Architects, Deployment Strategists, Product, Research, and RevOps. The team operates collaboratively across US time zones, with regular manager, pipeline, and forecast reviews. The environment is fast-paced, high-ownership, and mission-driven, with shifting priorities, ambiguity, and a focus on urgency, adaptability, and measurable outcomes. Success includes growing Tier-1 banking accounts from six- and seven-figure deals toward multi-million-dollar annual relationships, building qualified pipeline, maintaining accurate forecasts, and delivering tailored value narratives. AI fluency is a baseline expectation and is evaluated during the interview process. The interview process may include a case study, AI skills assessment, and Leadership Principles interview.

Requirements

At least 6 years of experience in global banking or financial services, ideally at one or more Tier-1 institutions.
Experience in areas such as innovation, asset management, payments, or compliance, with a record of owning or influencing large, multi-stakeholder purchasing decisions.
Daily use of AI in a selling workflow, with concrete examples of time or revenue gained.
Experience running complex, multi-threaded deals with executive buyers at large banks.
Rigorous qualification and forecast discipline, including MEDDPICC, supported by AI-assisted pipeline hygiene.
Credible and clear communication with senior executives, in person and virtually.
Based in the United States.
Willingness to travel for customer meetings.
Ability to work the core overlap schedule of 10:00 AM to 4:00 PM in the employee’s US time zone, Monday through Friday.

Nice To Haves

Experience at one or more Tier-1 banking institutions.
Background in innovation, asset management, payments, or compliance.
Product and compliance knowledge; the posting notes that this can be learned.

Responsibilities

Own customer relationships and revenue for several of TRM’s largest global banking accounts.
Set account strategy and navigate banking institutions to expand TRM’s presence across business lines.
Grow strategic banking accounts toward multi-million-dollar annual relationships by connecting TRM’s intelligence to customer priorities.
Use AI to map buying committees, budget holders, internal triggers, sponsors, and account opportunities.
Own the full sales cycle from first conversation through signed contract.
Build and maintain at least 3x qualified pipeline across assigned accounts.
Use AI-assisted call summaries and analysis to assess sales effectiveness and improve execution.
Partner with Sales Architects and Deployment Strategists on demonstrations and proofs of value.
Turn discovery notes into tailored customer value narratives, using AI where appropriate.
Maintain an accurate weekly forecast and strong CRM and pipeline hygiene, including building and sharing AI workflows.
Provide customer and competitive insights to Product and Research to inform the roadmap for US customers.
Attend customer meetings, industry events, and team gatherings as required.
Collaborate with account teammates and cross-functional partners, sharing pipeline insight and effective AI practices.