Account Director - US National Security

We believe that a blockchain-based global economy can improve the lives of billions of people.

At TRM, we're on a mission to build trust in digital assets, because the promise of crypto is too valuable to be impeded by bad actors. We provide a blockchain intelligence platform to law enforcement, financial institutions, and crypto firms to assist in the detection and prevention of cryptocurrency fraud and financial crime. Our vision is to build a company that can sustainably deliver on our mission for decades to come, enabling consumers to transact safely and securely on the blockchain.

The Sales Account Director for US National Security will join a team driving TRM’s crypto go-to-market strategy in the US Public Sector market. Their 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 US Public Sector processes to close six- and seven-figure deals.

• Account mapping – Connect with all the current key stakeholders within an account 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 across an account 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 every account to not only ensure company goals are met across key revenue and churn metrics, but also new growth opportunities are discovered and pursued.
• Product & subject matter expertise – Hone TRM product & 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 – Pro-actively 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.

• 5+ years of B2G 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.
• Experience selling into US National Security and Public Sector organizations.
• TS/SCI with polygraph clearance.

Culture at TRM isn't a buzzword; it's our daily ethos. Our culture is defined by how we make decisions, how we execute, and how we treat each other. We've distilled our culture into 18 leadership principles, grouped into three categories:

• Impact-Oriented Trailblazer
  :
  When making decisions, we put customers first, use 80/20 to drive speed & focus, and adapt quickly to new information.
• Master Craftsperson
  :
  In execution, we prioritize speed, high standards, and distributed ownership.
• Inspiring Colleague
  :
  As teammates, we value humility, candor, and a one-team mindset.

Joining TRM means being part of a mission-driven team. Our diverse team comprises industry leaders, from crypto experts to machine learning pioneers. At TRM, you'll experience:

• Purpose and Mission
  :
  Your work has real-world impact, from disrupting terrorist networks to returning…