Account Director - HSI at TRM Labs

Washington, District of Columbia, United States -

Full Time

Start Date

Immediate

Expiry Date

10 Mar, 26

Salary

0.0

Posted On

10 Dec, 25

Experience

10 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Sales, SaaS, Cryptocurrency, Government Contracting, Customer Advocacy, Account Mapping, Prospecting, Nurturing, Account Planning, Presentation Skills, Storytelling, Adaptability, Communication, Collaboration, Customer Relationships, Strategic Planning

Industry

Information Services

Description

Build to Protect Civilization TRM is a blockchain intelligence company that’s on a mission to build a safer financial system for billions of people. We’re a lean, high-impact team tackling some of the world’s most critical challenges, ranging from human trafficking and financial fraud to terrorist financing. We are builders who power governments, financial institutions, and crypto companies when the clock is running and the consequences are real. This is why every TRMer is a bet on our future and has the power to change our trajectory. About the Position The Sales Account Director will join a team driving TRM’s crypto go-to-market strategy for the Homeland Security Investigations (HSI) and NYPD customers. 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 the HSI as well as Law Enforcement 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 the HSI 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 the HSI 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 8+ years of experience selling SaaS products into Federal Law Enforcement agencies Strong knowledge of the HSI and other Law Enforcement accounts and their workflows Knows government contracting and has a rich set of Partners across Government. Strong customer-facing presentation/listening skills with the ability to establish credibility with senior HSI and NYPD 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: Our public sector team thrives on collaboration, always looking out for each other by sharing opportunities and competitive insights. We actively exchange ideas and strategies to boost each other's sales efforts. Communication is key, and we primarily use Slack, making sure to @mention colleagues for timely responses. Our routine includes weekly 1-on-1 meetings with managers, bi-weekly team meetings, and monthly Pod meetings with the broader support organization. Above all, we prioritize our customers' missions, and this dedication is reflected in every aspect of our TRM life. Our team predominantly operates in the EST timezone, with some members in PST. We start our day around 8:00 am and typically finish after 5:00 pm. While we may work beyond standard hours when necessary, we deeply respect family time and strive not to intrude on it. We're committed to contributing whenever needed, ensuring our team's success isn't confined to a 40-hour workweek. Learn about TRM Speed in this position: Rapid Opportunity Assessment: You'll swiftly qualify or disqualify opportunities to ensure a strong, future-focused pipeline. Your goal is to add more than $150K in qualified pipeline each week, targeting next quarter and beyond. Sales Campaigns: You'll develop two new sales campaigns each month to accelerate pipeline growth, with a focus on generating in-quarter opportunities. Strategic Sales Planning: You'll regularly update and evaluate a strategic sales plan for all Tier 1 current customers and identify potential Tier 1 prospects on a monthly basis. Life at TRM We build to protect civilization. That promise shows up in how we work every day. TRM runs fast. Really fast. We’re a high-velocity team that expects ownership, clarity, and follow-through. People who thrive here are inspired by hard problems, experimentation, direct feedback. If it takes months elsewhere, it often ships here in days. If you are optimizing primarily for consistent work-life balance, use the interview process to pressure-test fit. We want teammates who thrive here, not just survive here. We coach directly, assume positive intent, and play for the front of the jersey. Leadership Principles Impact-Oriented Trailblazer: We put customers first, driving for speed, focus, and adaptability. Master Craftsperson: We prioritize speed, high standards, and distributed ownership. Inspiring Colleague: We value humility, candor, and a one-team mindset. Want to learn more about how we interview at TRM Labs? Check out more about our leadership principles and hiring process here. What You’ll Do Here This work has teeth. At TRM, your week might include: Driving critical investigations that can’t wait for typical business hours. Shipping products in days when others would schedule quarters. Partnering with teams across time zones to deliver insights while the story is still unfolding. Building new solutions from first principles when the playbook doesn’t yet exist. Protecting victims and customers by tracing illicit activity and disrupting criminal networks. Join our Mission We look for people who want their work to matter, who build with speed and rigor, and who take pride in protecting others through their craft. If you’re excited by TRM’s mission but don’t check every box, apply anyway. We hire for slope, judgment, and the will to learn fast. Build to protect civilization. Let’s do it together. Recruitment agencies TRM Labs does not accept unsolicited agency resumes. Please do not forward resumes to TRM employees. TRM Labs is not responsible for any fees related to unsolicited resumes and will not pay fees to any third-party agency or company without a signed agreement. Privacy Policy By submitting your application, you are agreeing to allow TRM to process your personal information in accordance with the TRM Privacy Policy Learn More: Company Values | Interviewing | FAQs

Responsibilities

The Sales Account Director will drive TRM’s crypto go-to-market strategy for HSI and NYPD customers, focusing on increasing and strengthening the company's foothold in the space. Responsibilities include account mapping, prospecting, nurturing client relationships, and executing strategic plans.