Account Manager, TRM Labs
Private Sector
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
- At least 5 years of Account Management/Sales experience, selling SaaS products into crypto businesses
- Strong cross-functional project management skills, adept at leading teams from multiple departments to deliver complex projects on time and within scope
- Expertise in SaaS pricing and packaging strategies, ensuring alignment with market demands, customer needs, and long-term revenue growth goals
- Proficient in contract negotiation, balancing customer needs with company objectives to secure mutually beneficial agreements
- Proven ability to develop and manage enterprise-level relationships, fostering long-term partnerships that drive both client satisfaction and business growth
- Experienced in client engagement and education, delivering tailored content and insights through presentations, training sessions, and regular touchpoints across multiple formats
- A customer-obsessed approach to service, education and support, consistently prioritizing client satisfaction and delivering solutions that exceed expectations
- Familiarity with industry-standard sales and revenue operations tools, including Salesforce and other SaaS platforms that streamline sales processes and optimize performance tracking
- You are based and eligible to work in Singapore
What the job involves
- Account Management at TRM is the continual, relentless pursuit of the intersection of customer happiness and company growth
- Customer happiness goes beyond just satisfying business requirements, contractual deliverables, and user training needs—it is working all elements and stakeholders within accounts towards a trusted, valued partnership where customers would be glad to refer TRM to prospects
- Company growth goes beyond just revenue, retention, and usage metrics—it is the expansion of TRM within and across customers’ businesses, use cases, and mindshare
- The Account Manager for TRM’s private sector business customers will be knowledgeable about the cryptocurrency ecosystem, quarterbacking every aspect of customer happiness and company growth for TRM’s customers
- Account mapping. Connect with all the current key stakeholders within an account 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, etc
- Prospecting - Expansions. Discover new stakeholders across an account 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, etc
- Prospecting - New business. Mapping, planning and outreach to perspective customers to generate new business pipeline
- Nurturing. Own, plan, execute, and/or quarterback activities to nurture client relationships, feedback loops, referrals, renewals, upsells, cross-sells, expansions, etc
- Account planning. Create and execute strategic plans for every account to not only ensure company goals are met across key revenue and churn metrics, but also new growth opportunities are discovered and pursued
- Product & subject matter expertise. Hone TRM product & customer vertical subject matter expertise to enrich every stage of the post-sales process from demos to customer advisory sessions to innovation workshops, etc
- Customer advocacy. Proactively gather and prioritize customer feedback to champion it within TRM
- The Private Sector Business Development team is made of independent sales leaders who take ownership and initiative of their territory and responsibilities. Because we’re a global team, each team member is a master of their own territory
- We work asynchronously to share intel, win strategies, and support one another when prospects cross time zones
- Knowing the impact that our work has on the future of TRM, we’re scrappy and find ways to get things done and overcome any challenges that come our way
- Each team member works according to typical business hours in their territory. At times, it’s necessary for the team to meet together a few hours earlier or later than an individual’s local business hours, but those occasions are planned in advance
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.
Share this job
View 17 more jobs at TRM Labs