Account Director - DACH; Public Sector

Build a Safer World.

TRM Labs provides blockchain analytics and AI solutions to help law enforcement and national security agencies, financial institutions, and cryptocurrency businesses detect, investigate, and disrupt crypto-related fraud and financial crime. TRM’s blockchain intelligence and AI platforms include solutions to trace the source and destination of funds, identify illicit activity, build cases, and construct an operating picture of threats. TRM is trusted by leading agencies and businesses worldwide who rely on TRM to enable a safer, more secure world for all.

The Sales Account Director will join a team driving TRM’s crypto go-to-market strategy for Public Sector customers in the DACH region
. Your goal will be 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 and existing customers. This person will be knowledgeable about the cryptocurrency ecosystem and feel comfortable navigating complex processes to close six and seven figure deals.

The impact you will have here:

• Account Mapping - Connect with all the current key stakeholders within your territory and identify what matters to them, what are their potential use cases, who holds budgets, who makes decisions, who influences decisions, who owns which process.
• Prospecting - Discover new stakeholders within your territory and identify what matters to them, what are their potential use cases, who holds budgets, who makes decisions, who influences decisions, who owns which process.
• Nurturing - Own, plan, execute, and/or quarterback activities to nurture client relationships, feedback loops, referrals, renewals, upsells, cross-sells, expansions.
• Account Planning - Create and execute strategic plans for your territory to not only ensure company goals are met across key revenue and churn metrics, but also new growth opportunities are discovered and pursued.
• Product and Subject Matter Expertise - Hone TRM product and customer vertical subject matter expertise to enrich every stage of the sales process from demonstrations to trial to customer advisory sessions to innovation workshops.
• Customer Advocacy - Proactively gather and prioritize customer feedback and champion it within TRM.
• Loyalty - Develop a roster of happy customers that will refer new prospects, champion TRM, and provide crucial feedback.

What we’re looking for:

• At least 5+ years of experience selling SaaS products into Public Sector accounts in the DACH region.
• Strong customer-facing presentation/listening skills with the ability to establish credibility with senior executives.
• A knack for storytelling. You have the ability understand customer needs and build + convey compelling value propositions.
• Adaptable. Goals can change fast. You anticipate and react quickly.
• Autonomous, collaborative and an excellent communicator.

About the Team:

• TRM's EMEA Sales Team has a fast paced, positive and open culture. Team members are given a high degree of responsibility and autonomy so that they can decide the best way to deliver against goals. The team works positively together and you can expect a lot of help and support from both your team mates and your manager - who tries to make himself super available to assist you with questions, problems or at customer meetings.
  
  The team gets together for calls regularly including a weekly team call, a weekly pipeline call, a weekly forecast call and fortnightly pod calls. In addition TRM runs regular "all hands" and "found AMA" calls so that everyone feels connected to the wider team and mission. Slack is main tool that is at the center of all asynchronous and synchronous communication.
• The EMEA Sales team works UK and CET time. However there might be some requirement for later calls with East and West Coast US when working on complex opportunities.

Learn about TRM Speed in this position:

• TRM receives an urgent lead from a prospect at 3:30PM on a Friday, they would like to speak to somebody in detail about their requirements, TRM’s product and would like to see a demo today.
• Within your first month you will need to profile and stack rank all prospects and…