Sales Development Representative, TRM Labs
French/DACH/EMEA
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
- 3+ years of experience and a track record of success in an SDR/BDR position with a heavy emphasis on pipeline generation
- 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 and supporting public sector customers
- Experience 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 eas
What the job involves
- As a Sales Development Representative (SDR) responsible for the French/DACH/EMEA Private Sector, you will play a crucial role in generating and qualifying offices to support the 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 Private Sector ecosystem
- Drive crucial pipeline generation through deep organizational research
- Work closely with Account Directors to identify and prioritize growth opportunities
- 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
- 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 team mates 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 main tool that is at the center of all asynchronous and synchronous communication
- Returning prospect and customer communications within 24 hours at most, typically faster
- Raising any customer concerns to the relevant internal teams promptly
- Responding to internal requests (asks re: customer, prospect, and market information that can range from small to large projects) as quickly as possible
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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