Account Director - North American Crypto

TRM is a blockchain intelligence company that’s on a mission to build a safer world 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.

The Sales Account Director will join a team driving TRM’s go-to-market strategy in the US crypto markets. This is a high-paced role, with a large volume of accounts that evolve quickly. The Account Director’s goal will be to expand and strengthen our foothold across North American crypto-native organizations, including exchanges, DeFi platforms, fintechs, market makers, and institutional participants. We're looking for a customer-obsessed, consultative salesperson to own the entire sales process with new and existing crypto-focused customers. This person will be deeply knowledgeable about blockchain intelligence and digital assets, and feel comfortable navigating complex processes to close six- and seven-figure deals.

• Build trusted relationships with leaders across crypto exchanges, DeFi protocols, fintechs, hedge funds, custodians, and other digital asset players. Identify what matters most to them, their crypto use cases, regulatory needs, budgets, and decision-making processes.
• Spearhead the implementation of blockchain intelligence into customer workflows, enabling risk management, compliance, and security outcomes tailored to the crypto economy.
• Own, plan, execute, and quarterback activities to nurture relationships across a diverse portfolio of crypto organizations, driving renewals, upsells, cross-sells, and expansions.
• Create and execute strategic plans for your territory to ensure company goals are met across key revenue and churn metrics, while uncovering new opportunities within the crypto market.
• Hone TRM product expertise and crypto industry knowledge to enrich every stage of the sales process—from product demonstrations to customer advisory sessions to innovation workshops.
• Proactively gather and prioritize customer feedback from the crypto community and champion it within TRM to shape product direction.
• Develop a roster of delighted crypto customers who will serve as champions, referrals, and design partners for TRM.

• 8+ years of experience selling SaaS products, OR 4+ years with deep domain knowledge in digital assets, blockchain, or crypto compliance.
• Experience with virtual currencies, decentralized applications, and their role in global financial networks.
• Strong knowledge of crypto-native organizations (exchanges, DeFi protocols, custodians, payment providers, etc.), their workflows, procurement processes, and organizational structures.
• Familiarity with the evolving regulatory and compliance landscape around cryptocurrencies (e.g., AML, sanctions, licensing).
• Strong customer-facing presentation and listening skills, with the ability to establish credibility with senior crypto executives, founders, and compliance leaders.
• A knack for storytelling: you can translate crypto-specific pain points into compelling value propositions.
• Ability to manage a high volume of crypto accounts with rapidly changing dynamics.
• Excitement about building meaningful client relationships, identifying new crypto use cases, and closing impactful deals.
• Adaptable and autonomous—you anticipate change in a fast-moving market and execute quickly.
• Excellent communication skills to explain complex crypto concepts effectively.
• Collaborative mindset with the ability to work across cross-functional teams and multiple organizational levels.
• Individual pay is determined by skills, qualifications, experience, and location. The following represents the expected range of compensation for this role:
  • The estimated on target earnings (base and variable commission) for this role is $293,334 - $376,666.
  • Additionally, this role may be eligible to participate in TRM’s equity plan.

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 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.

• 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.

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.

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.

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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.

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