[Hiring] Account Director @TRM Labs

Role Description

The Sales Account Director for crypto-first businesses will lead the go-to-market strategy to increase and strengthen our foothold in the space. We're looking for a customer-obsessed, consultative salesperson to own the entire sales process with new customers. This person will be knowledgeable about the cryptocurrency ecosystem and feel comfortable navigating both complex six-figure deals and fast-moving transactional deals.

• Own the end-to-end sales process with new customers -- from researching opportunities to tailoring their sales approach to prospects' needs to closing deals -- across crypto-first businesses.
• Write client proposals (sometimes, from scratch) and negotiate contracts / SOWs.
• Develop and leverage an in-depth understanding of client needs and key initiatives, tailor sales approach to specific business needs, and map these to TRM products.
• Generate, maintain, and report against an ongoing pipeline of strategic opportunities to meet and exceed sales targets.
• Actively seek to understand industry trends to help position against competitors.
• Gather and distribute product feedback from clients and prospects to the sales and product teams to help us continually enhance our product offerings.

Qualifications

• 5+ years of B2B SaaS sales experience with a demonstrated ability to consistently deliver against net new sales targets.
• Strong customer-facing presentation/listening skills with the aptitude to establish credibility with senior financial and compliance executives.
• Natural storyteller with the capacity to understand customer needs and convey 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 working in a fast-paced, growing startup environment.

Requirements

• The estimated base salary range for this role is $141,667 - $158,333 plus commission.
• This role may be eligible to participate in TRM’s equity plan.
• We factor in the different costs for geographies outside the United States.

Application Instructions

• If you’re interested in joining TRM, we encourage you to apply directly. Every application is reviewed by our Talent team.
• Before applying, review the job description carefully and highlight the experience and impact that best demonstrate the required qualifications.
• Please provide thoughtful and accurate answers to the application questions, as these will be used to evaluate your qualifications for the role.
• If you send your resume directly to someone at TRM, we can’t guarantee it will reach the appropriate hiring team.

What to Expect From Our Interview Process

• Our process is designed to understand how you think, solve problems, and deliver impact, while giving you the opportunity to evaluate TRM.
• Most interview processes include a case study, AI skills assessment, and Leadership Principles interview.
• Recruiter Intro: Explore your experience, motivations, and alignment with the role.
• Hiring Manager: Dive deeper into your relevant experience, skills, and impact.
• First Round: Typically 1–2 interviews focused on the skills most critical to the role.
• Final Round: Typically 3–5 interviews to go deeper on your craft, problem-solving, and alignment with TRM.
• References: We’ll speak with former colleagues who can provide perspective on your work and impact.
• Offer: If it’s a mutual fit, your recruiter will walk you through your offer and answer your questions.
• Welcome to TRM: Once you sign, we’ll get you ready for your first day and onboarding.

Life at TRM

• TRM moves quickly. We are a high velocity, high ownership team that expects clarity, follow-through, and impact.
• People who thrive here are energized by hard problems, experimentation, and continuous feedback.
• Our work sits at the intersection of AI, national security, and fighting crime.
• The problems are complex, the stakes are real, and the environment evolves quickly.
• The pace and intensity of the work reflect the importance of the mission.
• This environment is energizing for people who enjoy building, solving hard problems, and making progress in situations that are not always fully defined.
• We also recognize that this style of operating is not for everyone.

Join our Mission

• At TRM, we care deeply about our craft.
• We are looking for individuals who want their work to matter, who experiment with speed and rigor, and who take pride in building a safer world for billions of people.
• If you’re excited by TRM’s mission but don’t check every box, we encourage you to apply — we hire for slope, judgment, and the will to learn fast.