Global Strategic Account Director, TRM Labs

$146.7-188.3k

Additionally, this role may be eligible to participate in TRM’s equity plan.

Senior and Expert level

Remote from US

Digital Asset Compliance & Risk Management

Be an early applicant

Digital Asset Compliance & Risk Management

201-500 employees

B2BCryptocurrencySecurityBusiness IntelligenceSaaSBlockchainFraud

Be an early applicant

$146.7-188.3k

Additionally, this role may be eligible to participate in TRM’s equity plan.

Senior and Expert level

Remote from US

201-500 employees

B2BCryptocurrencySecurityBusiness IntelligenceSaaSBlockchainFraud

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.

Job

Company

Role

Who you are

This role is for someone who thrives at the intersection of strategy, execution, and customer obsession—someone who’s passionate about helping financial institutions realize entirely new outcomes with TRM’s intelligence platform
You’ve been a pathfinder previously, scaling >$2.5M in under 12 months for a new product. You understand how to listen to the market, bring insights back to the company for rapid product evolution, and how to iterate quickly on messaging
8+ years in enterprise SaaS sales, ideally selling data, compliance, fraud, or AI products into financial institutions, FinTechs, or crypto companies
Experience working within existing customer relationships to land new product lines and drive expansion revenue
A track record of success launching early-stage or newly released products into the market
Strong comfort with technical concepts and data products—you understand what they do (and don’t do) and can translate that value to customers
Exceptional executive presence, curiosity, listening skills, and comfort navigating ambiguity
A builder’s mindset—you enjoy shaping the GTM playbook, not just executing one

What the job involves

TRM Labs is looking for a Global Strategic Account Director to bring our newest data products to market by expanding and deepening our footprint across existing enterprise accounts
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 customer relationships
Bring new data products to market by working within existing accounts to uncover and activate high-value opportunities
Partner closely with account owners and cross-functional teams to collaborate on relationships already in place, helping customers discover new use cases and expand value
Lead the entire expansion sales motion—from stakeholder mapping and needs discovery to solution development and deal closure
Collaborate with our founder and product teams to iterate on messaging, refine positioning, and surface feedback that informs roadmap and strategy
Stay embedded in key accounts through renewals, workshops, advisory sessions, and expansion opportunities
Travel frequently across EMEA and the U.S. (up to 50%) to meet with clients, participate in events, and host executive briefings

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

Top investors

42% employee growth in 12 months

Glassdoor (4.1)

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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