Account Director, Cyber & Threat Intel

As an Account Director, Cyber & Threat Intel at TRM Labs, you own the entire sales process with new and existing customers in the US private sector. You'll drive expansion of TRM's foothold in the North American market, managing a large volume of accounts that move quickly. You join a team building AI-powered intelligence solutions that help agencies and businesses investigate and disrupt crime.

What you'll do

• Connect with key stakeholders within your territory to understand their mission applications, budget holders, decision-makers, influencers, and process owners
• Spearhead the implementation of blockchain intelligence into customer workflows, driving deep understanding of how customers apply TRM's tooling and data to proactively improve their success
• Own, plan, execute, and quarterback activities to nurture client relationships, including feedback loops, referrals, renewals, upsells, cross-sells, and expansions
• Create and execute strategic territory plans to ensure company revenue and churn goals are met while identifying and pursuing new growth opportunities
• Build subject matter expertise in TRM products and customer verticals to enrich every stage of the sales process from demonstrations to trials to customer advisory sessions to innovation workshops
• Proactively gather and prioritize customer feedback and champion it within TRM
• Develop a roster of happy customers who will refer new prospects, champion TRM, and provide crucial feedback

What you bring

• At least 8+ years of experience selling SaaS products, or 4 years of SaaS sales experience accompanied with expert customer domain and mission knowledge and a background in consulting
• Experience with threat intelligence and cybersecurity products, and their use in financial networks
• Strong knowledge of cybersecurity organizations, their workflows, procurement processes, and organizational structures
• Strong customer-facing presentation and listening skills with the ability to establish credibility with senior executives
• A knack for storytelling and the ability to understand customer needs and build compelling value propositions
• Ability to operate a large volume of accounts that develop quickly
• Excitement in developing meaningful client relationships, identifying new use cases, obsessing over customer happiness, and closing deals
• Adaptability to change quickly as goals shift
• Autonomous ownership of your work, moving fast and getting things done
• Excellent communication skills to convey complex ideas effectively
• Collaborative approach to working across functions and with people at all levels
• AI fluency, applying AI to accelerate workflows, structure problems, improve output quality, and increase speed and leverage

What we offer

• Work on problems at the intersection of AI, national security, and fighting crime
• A distributed-first company with hubs in Los Angeles, San Francisco, New York, Washington D.C., London, and Singapore

About TRM Labs

TRM Labs is a Series C company with $220M in total funding, backed by Goldman Sachs, Bessemer, Y Combinator, Thoma Bravo, and others. TRM provides AI-powered intelligence solutions that help public and private sector agencies investigate and disrupt crime, with platforms that enable investigators to trace illicit activity, build cases, and construct operating pictures of threat networks.