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Salary: USD 141,667 - 158,333 / annual
TRM Labs is an AI-powered intelligence platform helping public and private sector agencies investigate and disrupt financial crime. The company delivers blockchain intelligence solutions to financial institutions, crypto companies, and governments to combat cryptocurrency fraud and money laundering.
As Account Director for Crypto, you will lead the go-to-market strategy to expand TRM's presence among crypto-first businesses. You will own the entire sales lifecycle with new customers—from opportunity research and needs analysis through proposal writing, contract negotiation, and deal closure. This role balances complex six-figure enterprise deals with faster-moving transactional opportunities.
Key Responsibilities:
- Own end-to-end sales process with new customers across crypto-first businesses, from prospecting to closing
- Write client proposals and negotiate contracts and statements of work
- Develop deep understanding of client needs and key initiatives; tailor sales approach to specific business requirements and map them to TRM products
- Generate, maintain, and report against a pipeline of strategic opportunities to meet and exceed sales targets
- Stay current on industry trends to position effectively against competitors
- Gather and distribute product feedback from clients and prospects to sales and product teams
The Private Sector Business Development team operates as independent sales leaders owning their territory. The team works asynchronously across time zones while maintaining typical business hours in each territory. You will be expected to respond to prospect and customer communications within 24 hours and raise customer concerns to relevant internal teams promptly.
TRM operates at high velocity with a mission-driven culture. The environment requires comfort with ambiguity, rapid iteration, high ownership, and close cross-functional collaboration. The company is Series C-backed ($220M funding) with headquarters in San Francisco and distributed hubs in Los Angeles, New York, Washington D.C., London, and Singapore.
Requirements:
- 5+ years of B2B SaaS sales experience with demonstrated ability to consistently deliver against net new sales targets
- Strong customer-facing presentation and listening skills; ability to establish credibility with senior financial and compliance executives
- Natural storyteller who understands customer needs and conveys 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 in a fast-paced, growing startup environment
- AI fluency expected—ability to apply AI to accelerate workflows, structure problems, improve output quality, and increase speed and leverage
