Sales Account Director, TRM Labs
Public Sector (Europe, Middle East, and Africa)
Digital Asset Compliance & Risk Management
Open for applications
Digital Asset Compliance & Risk Management
201-500 employees
Open for applications
201-500 employees
Company mission
TRM Labs' mission is to blend blockchain data with advanced analytics to help financial institutions and governments fight fraud, money laundering, and financial crime.
Role
Who you are
- This person will be knowledgeable about the cryptocurrency ecosystem and feel comfortable navigating complex processes to close six and seven figure deals
- At least 8+ years of experience selling SaaS products into EMEA Public Sector accounts, ideally selling into Italy, Eastern Europe or the Nordics
- Strong knowledge of EMEA Public Sector accounts and their workflows, ideally in Law Enforcement/Defence/National Security spaces
- Strong customer-facing presentation/listening skills with the ability to establish credibility with senior executives
- A knack for storytelling. You have the ability understand customer needs and build + convey compelling value propositions
- Adaptable. Goals can change fast. You anticipate and react quickly
- Autonomous, collaborative and an excellent communicator
- Must be based in Europe, ideally in Italy, Eastern Europe or the Nordics
What the job involves
- The Sales Account Director will join a team driving TRM’s crypto go-to-market strategy for EMEA Public Sector customers. Your goal will be to increase and strengthen our foothold in the space
- We're looking for a customer-obsessed, consultative salesperson to own the entire sales process with new and existing customers
- Account Mapping - Connect with all the current key stakeholders within your territory and identify what matters to them, what are their potential use cases, who holds budgets, who makes decisions, who influences decisions, who owns which process
- Prospecting - Discover new stakeholders within your territory and identify what matters to them, what are their potential use cases, who holds budgets, who makes decisions, who influences decisions, who owns which process
- Nurturing - Own, plan, execute, and/or quarterback activities to nurture client relationships, feedback loops, referrals, renewals, upsells, cross-sells, expansions
- Account Planning - 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
- Product and Subject Matter Expertise - 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
- Customer Advocacy - Proactively gather and prioritize customer feedback and champion it within TRM
- Loyalty - Develop a roster of happy customers that will refer new prospects, champion TRM, and provide crucial feedback
- About the Team:
- TRM's EMEA Sales Team has a fast-paced, positive, and open culture. Team members are given a high degree of responsibility and autonomy so that they can decide the best way to deliver against goals. The team works positively together and you can expect a lot of help and support from both your teammates and your manager - who tries to make himself super available to assist you with questions, problems or at customer meetings
- The team gets together for calls regularly including a weekly team call, a weekly pipeline call, a weekly forecast call and fortnightly pod calls. In addition, TRM runs regular "All hands" and "Founder AMA" calls so that everyone feels connected to the wider team and mission
- Slack is the main tool that is at the center of all asynchronous and synchronous communication
- The EMEA Sales team works UK and CET time. However, there might be some requirements for later calls with East and West Coast US when working on complex opportunities
Our take
The crypto space has become more mainstream but it is also intensely volatile and poorly regulated, with a high degree of anonymity afforded to its users. As such it has become a major source of financial fraud with $20 billion in crypto stolen in 2022 alone. TRM Lab exists to return trust to the blockchain, helping banks, government agencies and crypto companies detect and combat fraud with its blockchain intelligence solutions.
As the risk of blockchain fraud is only increasing, with the proceeds often being used for organized crime, there are a number of companies working in this space. TRM stands out with the breadth of its crypto asset coverage and the strength of its cross-chain analytics. It has partnered with the FBI and Europol to aid its investigations, and is also used by major crypto companies MoonPay and Binance.
The company has grown its revenue by almost 500% year on year since its founding in 2018, and has recently raised a significant amount of capital in a Series B fundraising round. It is planning to use this money to further develop its product and hire additional talent. As businesses and government agencies increasingly come to grips with fraud in the crypto space, TRM is well poised to continue its rapid growth.
Steph
Company Specialist at Welcome to the Jungle
Insights
42% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Nov 2022
$70m
SERIES B
Dec 2021
$60m
SERIES B
Total funding: $150.1m
Company benefits
- Remote-first work environment, with optional in-person offices
- Regular team off-sites and retreats
- Premium health, dental, and vision insurance
- FSA, HSA, and 401K programs
- Life & disability coverage
- Paid time for vacations, volunteering, sick leave, and generous parental leave
- Fitness, co-working, and home office reimbursements
- Professional learning and development stipends
Company HQ
SoMa, San Francisco, CA
Leadership
Esteban Castaño
(CEO)Former Business Analyst at McKinsey & Company. Founded the Digital team at Generation, a high growth youth employment program, before launching TRM in 2018.
Rahul Raina
(CTO)Former Senior Business Analyst at McKinsey & Company. Former Software Engineer at Amazon Web Services and Opendoor.
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