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. TRMâs 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.
TRM Labs is looking for a Global Strategic Account Director to bring our newest data products to market by expanding our footprint across existing private sector accounts and landing net-new enterprise logos. This role is for someone who thrives at the intersection of strategy, execution, and customer obsessionâsomeone who's passionate about helping enterprises realize entirely new outcomes with TRM's intelligence platform.
You'll work directly with TRM's founder, product, and GTM teams to iterate messaging, learn from the field, and shape how new products drive impact within our most critical private sector customer relationshipsâand beyond them.
The impact you will have:
Bring new data products to market by working within existing private sector accounts to uncover and activate high-value expansion opportunities, while simultaneously hunting for net-new enterprise logos
Own the full sales motion across both expansion and new businessâfrom stakeholder mapping and needs discovery to solution development and deal closure
Partner closely with account owners and cross-functional teams to deepen relationships already in place, helping customers discover new use cases and expand value
Collaborate with our founder and product teams to iterate on messaging, refine positioning, and surface field feedback that informs roadmap and strategy
Stay embedded in key accounts through renewals, workshops, advisory sessions, and executive briefingsâwhile building new relationships at greenfield accounts
Travel frequently across EMEA and APAC (up to 50%) to meet with customers, participate in industry events, and represent TRM at the executive level
What weâre looking for:
You've been a pathfinder beforeâscaling >$2.5M in under 12 months for a new product. You understand how to listen to the market, bring insights back quickly, and iterate on messaging in real time
8+ years in enterprise SaaS sales, with a strong track record selling into large private sector organisations across any vertical
Proven ability to both expand within existing customer relationships and open net-new accounts at the enterprise level; you're equally comfortable navigating renewal conversations and cold-starting new opportunities
Experience launching early-stage or newly released products into the market
Strong comfort with technical concepts and data productsâyou understand what they do (and don't do) and can translate that value clearly to business, compliance, or risk stakeholders
Exceptional executive presence, curiosity, listening skills, and comfort navigating ambiguity
A builder's mindsetâyou enjoy shaping the GTM playbook, not just executing one
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 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. If something takes months elsewhere, it will ship here in days.
Our work sits at the intersection of AI, national security, and fighting financial 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. As a result, the way we operate requires a high level of ownership, adaptability, collaboration, and creative problem-solving.
At TRM, you should expect:
Priorities and targets to change quickly as we experiment and iterate
Work that often requires operating with a high degree of ambiguity
A high level of personal ownership and accountability
Close collaboration across teams and functions
Frequent, high-touch communication
Creative problem solving and out-of-the-box thinking
A pace that rewards urgency, adaptability, and outcomes
This environment is energizing for people who enjoy building, solving hard problems, and making progress in situations that are not always fully defined. It also requires comfort navigating ambiguity, adjusting course as new information emerges, and maintaining focus and positivity in a fast-moving and intense environment.
We also recognize that this style of operating is not for everyone. If you are primarily optimizing for predictability or a consistently balanced workload, we encourage you to use the interview process to pressure test whether this environment is truly the right fit. We want teammates who thrive here, not just survive here.
At the same time, many people find this work deeply rewarding. If you are excited by meaningful problems, motivated by ambitious goals, and energized by working alongside mission-driven colleagues, there is a good chance you will find TRM to be an exceptional place to grow and contribute. Learn more: Interviewing at TRM: How We Hire and What Success Looks Like
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.
TRM Labs