Sales Development Representative, TRM Labs
US National Security
More information about location
Digital Asset Compliance & Risk Management
Open for applications
Digital Asset Compliance & Risk Management
201-500 employees
Open for applications
More information about location
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
- The successful SDR will have previous experiences in similar roles, be a self-starter, be highly motivated and adaptable, and possess excellent communication and interpersonal skills
- This is not an entry-level position, as it will require a high level of ownership of a scalable engine to uncover customer needs and how best to meet them
- Candidate must have an active TS clearance or higher
- Expert knowledge of US Defense or NatSec organizational structures with 10+ years experience in intelligence or procurement or
- 3+ years of experience in an SDR/BDR position with a heavy emphasis on pipeline generation OR professional experience in the National Security/DoD sector
- Support onsite at conferences and customer-facing engagements, primarily on the East Coast ranging from Florida up to Maryland
- Preferred: Proficiency in utilizing the following tools: Salesforce, Slack, Google Suite, etc
- Experience in a fast-paced team and growing business, selling enterprise SaaS products
- Formal training in outbound sales function via training programs or a degree in Business, Marketing, or Communication
- Hunter. You find excitement or fulfillment through developing meaningful client relationships, identifying new use cases, obsessing over prospect needs, meeting new contacts, and framing strategies for success
- Adaptable. Goals can change fast. You anticipate and react quickly
- Autonomous. You own what you work on. You move fast and get things done
- Excellent communication. You will need to communicate complex ideas effectively
- Collaborative. You must work collaboratively in a cross-functional team and with people at all levels in an organization
- Curious. You’re a good listener who asks great questions to drive a deep understanding
- Friendly. You’re warm and easy to talk to, conveying ideas efficiently and drawing information out of others by helping them feel at ease
- Experience with virtual currencies, applications, and their use in financial networks is a plus
What the job involves
- As a Sales Development Representative (SDR) - US National Security, you will play a crucial role in generating and qualifying offices to support the NatSec go-to-market team's efforts in delivering TRM resources to those who need them and, in turn, achieving revenue targets
- Your primary responsibilities will include identifying new prospect offices, outbound prospecting, discovering customer needs, acting as an intelligence liaison, and sharing valuable TRM insights and use cases with potential customers in the National Security space
- Drive crucial pipeline generation through deep organizational research
- Work closely with Account Directors to identify and prioritize prospects
- Set target roadmaps to establish key accounts and outbound initiatives
- Act as a customer liaison, uncovering needs, sharing intelligence insights, and guiding prospects during the pre-sales process
- Operate a scalable growth engine that streamlines and shortens the customer timeline to generate wins via a TRM partnership
- Organization: An ability to systematically prioritize and work on a pipeline with 50 to 80 prospects concurrently
- 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
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
Few candidates hear
back within 2 weeks
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 values
- Impact-Oriented Trailblazers: We apply 80/20 prioritization to set high-impact targets, with a bias for customer centricity and adaptability.
- Master Craftspersons: We execute efficiently to achieve goals with sound judgement, optimal velocity, and grit.
- Inspiring Colleagues: We strive to elevate team performance through integrity, apprenticeship, and positive energy.
Company HQ
SoMa, San Francisco, CA
Articles
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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