Account Director – Crypto
| Company | TRM Labs |
|---|---|
| Location | United States |
| Salary | $Not Provided – $Not Provided |
| Type | Full-Time |
| Degrees | |
| Experience Level | Senior, Expert or higher |
Requirements
- 6–10+ years of B2B SaaS experience, ideally selling into crypto or other fast-moving verticals with technical stakeholders.
- Deep familiarity with the crypto ecosystem — players, segments (e.g., CEXs, DeFi, infra), and challenges.
- Strong customer-facing skills — you can engage with executives, influence decisions, and run compelling demos.
- Strong discovery and storytelling capabilities — you adapt your pitch to resonate with specific mission needs.
- “Farmer meets hunter” — you enjoy building authentic relationships, discovering new use cases, and closing.
- Autonomous and adaptable — you operate with urgency, clarity, and comfort in ambiguity.
- Excellent written and verbal communication — you can explain technical ideas in a way that resonates.
- Collaborative and cross-functional — you’re excited to partner with product, marketing, compliance, and legal to win deals and improve the customer experience.
Responsibilities
- Connect with new and existing stakeholders across your territory — identify who holds budgets, who makes and influences decisions, and where TRM can help accelerate their crypto risk and compliance capabilities.
- Spearhead adoption of blockchain intelligence solutions within crypto-native workflows — driving intimate understanding of how customers apply TRM tools, and proactively finding ways to increase impact.
- Own, plan, execute, and quarterback activities to build long-term client value: nurture relationships, close renewals and expansions, drive referrals, and strengthen product feedback loops.
- Develop and execute a clear territory strategy to meet and exceed quota ($1.5M new business, pro-rated) and discover new growth opportunities within the crypto ecosystem.
- Become a subject matter expert in TRM’s products and key use cases across crypto segments — enriching every touchpoint from first call to demo to advisory sessions and innovation workshops.
- Actively gather and prioritize market insights and customer feedback to shape product roadmap and go-to-market motion.
- Build a roster of raving fans and happy customers who champion TRM and refer new logos.
Preferred Qualifications
- Familiarity with AML, KYC, and crypto regulatory frameworks is a plus.