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 go-to-market strategy in the US Private Sector market. This is a high-paced role, with a large volume of accounts that move quickly. The Account Director’s goal will be to expand and strengthen our foothold in the North American private sector 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 blockchain intelligence and digital assets, and feel comfortable navigating complex processes to close six and seven-figure deals.
The impact you will have:
Connect with current and net new key stakeholders within your territory and identify what matters to them, what are their potential mission applications, who holds budgets, who makes decisions, who influences decisions, who owns which process
Spearhead the implementation of blockchain intelligence into customer workflows, driving towards intimate understanding of the customers' application of TRMs tooling and data to proactively find ways to improve the customers success.
Own, plan, execute, and/or quarterback activities to nurture client relationships, feedback loops, referrals, renewals, upsells, cross-sells, expansions
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
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
Proactively gather and prioritize customer feedback and champion it within TRM
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, or 4 years experience accompanied with expert customer domain and mission knowledge and a background in consulting
Experience with virtual currencies, applications, and their use in financial networks
Strong knowledge of crypto-native organizations as well as their workflows, procurement processes, and organizational structures
Strong customer-facing presentation/listening skills with the ability to establish credibility with senior executives
Familiarity with Anti-Money Laundering (AML) regulatory framework
A knack for storytelling. You have the ability understand customer needs and build + convey compelling value propositions
Ability to operate a large volume of accounts that develop quickly
You find excitement or fulfillment through developing meaningful client relationships, identifying new use cases, obsessing over customer happiness, meeting new contacts within accounts, and closing deals
Adaptable. Goals can change fast. You anticipate and react quickly
Autonomous. You own what you work on. You move fast and get things done
Excellent communication. You will need to communicate complex ideas effectively
Collaborative. You must work collaboratively in a cross-functional team and with people at all levels in an organization
About the Team:
Our 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 $500k in qualified pipeline each month, 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.
We are building a safer world. That promise shows up in how we work every day.
TRM runs fast. Really fast. We’re a high‑velocity, high‑ownership team that expects clarity, follow‑through, and impact. People who thrive here are energized by hard problems, experimentation, and direct feedback. If something takes months elsewhere, it often ships here in days.
That pace isn’t for everyone. 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.
AI fluency is a baseline expectation at TRM.
We believe AI meaningfully changes how top performers operate. We expect every team member to use AI to accelerate and reimagine their craft, not just automate surface tasks.
At TRM, AI fluency means you are among the top 10 percent of operators in your function in how you apply AI to:
Accelerate repeatable workflows
Structure and solve problems
Improve output quality
Increase speed and leverage
You will be evaluated on applied AI fluency during the interview process.
We hire and grow against three leadership principles. They’re the standards for how we operate, treat each other, and make decisions.
Impact-Oriented Trailblazer: We put customers first and move with speed, focus, and adaptability. We treat every plan like an experiment – test, ship, measure, and iterate quickly.
Master Craftsperson: We care deeply about our craft. We balance speed with high standards, own outcomes end‑to‑end, and invest in getting better everyday.
Inspiring Colleague: We add clarity and energy, not noise. We bring humility, candor, and a one‑team mindset — giving and receiving feedback to make the team stronger.
This work has real stakes. Depending on your role at TRM, your week might look like:
Driving critical investigations that can’t wait for typical business hours.
Shipping products in days when others would schedule quarters.
Partnering with teams across
TRM Labs