Account Director, Financial Institutions

As an Account Director for Financial Institutions at TRM Labs, you will own the entire sales process with new and existing customers in the North American banking and large financial institutions space. You will expand TRM's foothold by closing six and seven-figure deals, navigating complex processes with customers who need AI-powered intelligence solutions to investigate and disrupt crime. Your territory will be large, fast-moving, and require deep knowledge of blockchain intelligence and digital assets.

What you'll do

• Connect with current and net-new key stakeholders within your territory to understand their mission applications, budget ownership, decision-making structures, and process ownership
• Spearhead the implementation of blockchain intelligence into customer workflows, developing an intimate 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, feedback loops, referrals, 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 identifying and pursuing new growth opportunities
• Build deep TRM product and customer vertical subject matter expertise 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 that will refer new prospects, champion TRM, and provide crucial feedback
• Add more than $500k in qualified pipeline each month, targeting next quarter and beyond
• Develop two new sales campaigns each month to accelerate pipeline growth and generate in-quarter opportunities
• Regularly update and evaluate a strategic sales plan for all Tier 1 current customers and identify potential Tier 1 prospects on a monthly basis

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 virtual currencies, applications, and their use in financial networks
• Strong knowledge of crypto-native organizations, their workflows, procurement processes, and organizational structures
• Strong customer-facing presentation and listening skills with the ability to establish credibility with senior executives
• Familiarity with the Anti-Money Laundering (AML) regulatory framework
• Strong storytelling ability with the capacity to understand customer needs and build and convey compelling value propositions
• Ability to operate a large volume of accounts that develop quickly
• Genuine excitement about developing meaningful client relationships, identifying new use cases, obsessing over customer happiness, meeting new contacts within accounts, and closing deals
• Adaptability; you anticipate and react quickly when goals change fast
• Autonomy and ownership; you move fast and get things done
• Excellent communication skills to convey complex ideas effectively
• Collaborative mindset; you work effectively across functions and with people at all levels in an organization
• AI fluency as a baseline expectation; you apply AI to accelerate workflows, structure and solve problems, improve output quality, and increase speed and leverage

What we offer

• A collaborative team that shares opportunities and competitive insights, with primary communication via Slack
• Weekly 1-on-1 meetings with managers, bi-weekly team meetings, and monthly Pod meetings with the broader support organization
• The team primarily operates in the EST timezone with some members in PST, starting around 8:00 am and typically finishing after 5:00 pm, with respect for family time and recognition that impact sometimes requires work beyond standard hours

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. Headquartered in San Francisco, TRM operates as a distributed-first company with hubs in Los Angeles, San Francisco, New York, Washington D.C., London, and Singapore. TRM provides AI-powered intelligence solutions that help public and private sector agencies investigate and disrupt crime, enabling investigators to trace illicit activity, build cases, and construct operating pictures of threat networks.