Account Director, Crypto

TRM Labs; United States; On-site; USD 130,000 - 190,000; Full time

Benefits offered by this job

Equity plan

Job summary

TRM Labs is a leading provider of AI-powered blockchain intelligence solutions, helping financial institutions, crypto companies, and governments fight fraud and crime. The Sales Account Director for crypto-first businesses will lead the go-to-market strategy, owning the entire sales process from research to closing multi-high-value deals.

We seek a customer-obsessed, consultative salesperson with deep crypto knowledge and the ability to navigate complex regulatory contexts while driving rapid

Qualifications

• 5+ years of B2B SaaS sales experience.
• Strong presentation and listening skills with the credibility to engage senior executives.
• Natural storyteller who understands customer needs and conveys value.
• Exceptional communication and problem-solving skills.
• Strong knowledge of cryptocurrencies, digital assets, and blockchains.
• Familiarity with AML/KYC regulatory frameworks.
• Experience in a fast-paced startup environment.

Responsibilities

• Own end-to-end sales process from researching opportunities to closing deals across crypto-first businesses.
• Write client proposals and negotiate contracts / SOWs.
• Develop and leverage an in-depth understanding of client needs and map these to TRM products.
• Generate, maintain, and report against an ongoing pipeline of strategic opportunities to meet and exceed sales targets.
• Actively seek to understand industry trends to help position against competitors.
• Gather and distribute product feedback from clients and prospects to the sales and product teams to help us continually enhance our product offerings.

Skills

B2B SaaS sales

Presentation skills

Storytelling

Communication

Crypto knowledge

AML/KYC knowledge

Startup experience

Job description

Build a Safer World.

TRM Labs provides AI-powered intelligence solutions that help public and private sector agencies investigate and disrupt crime. TRM's platforms enable investigators to trace illicit activity, build cases, and construct operating pictures of threat networks. Leading agencies and businesses worldwide rely on TRM to make the world safer and more secure.

TRM is on a mission to build a safer financial system for billions of people. We deliver a blockchain intelligence data platform to financial institutions, crypto companies, and governments to fight cryptocurrency fraud and financial crime. We consider our business — and our profit — as a way to move towards our mission sustainably and at scale.

The Sales Account Director for crypto-first businesses will lead the go-to-market strategy 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 customers. This person will be knowledgeable about the cryptocurrency ecosystem and feel comfortable navigating both complex six-figure deals and fast-moving transactional deals.

Responsibilities:

• Own the end-to-end sales process with new customers -- from researching opportunities to tailoring their sales approach to prospects' needs to closing deals -- across crypto-first businesses.

• Write client proposals (sometimes, from scratch) and negotiate contracts / SOWs.

• Develop and leverage an in-depth understanding of client needs and key initiatives, tailor sales approach to specific business needs, and map these to TRM products.

• Generate, maintain, and report against an ongoing pipeline of strategic opportunities to meet and exceed sales targets.

• Actively seek to understand industry trends to help position against competitors.

• Gather and distribute product feedback from clients and prospects to the sales and product teams to help us continually enhance our product offerings.

What we’re looking for

• 5+ years of B2B SaaS sales experience with a demonstrated ability to consistently deliver against net new sales targets.

• Strong customer-facing presentation/listening skills with the aptitude to establish credibility with senior financial and compliance executives.

• Natural storyteller with the capacity tounderstand customer needs and convey compelling value propositions.

• Exceptional communication and problem-solving skills.

• Strong knowledge of cryptocurrencies, digital assets, and/or blockchains.

• Familiarity with regulatory initiatives and changes related to cryptocurrency; understanding of Anti-Money Laundering (AML) and Know Your Customer (KYC) regulatory frameworks.

• Previous experience working in a fast-paced, growing startup environment.

The following represents the expected range of compensation for this role:

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

• Please note – we factor in the different costs for geographies outside the United States.

About the team:

• 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.

Learn about TRM Speed in this position:

• Returning prospect and customer communications within 24 hours at most, typically faster.

• Raising any customer concerns to the relevant internal teams promptly and ensuring

• Responding to internal requests (asks re: customer, prospect, and market information that can range from small to large projects) as quickly as possible.

What to Expect From Our Interview Process

• Recruiter Intro: Explore your experience, motivations, and alignment with the role.

• Hiring Manager: Dive deeper into your relevant experience, skills, and impact.

• First Round: Typically 1–2 interviews focused on the skills most critical to the role.

• Final Round: Meet some of the people you'd be working with. This is usually a panel-style session where we go deeper on your craft, problem-solving, and alignment with TRM.

• References: We’ll speak with former colleagues who can provide perspective on your work and impact.

• Offer: If it’s a mutual fit, your recruiter will walk you through your offer and answer your questions.

• Welcome to TRM: Once you sign, we’ll get you ready for your first day and onboarding.

Your recruiter will share your specific interview plan and preparation guidance along the way.

Learn more about interviewing at TRM

Life at TRM

We are building a safer world. That promise shows up in how we work every day.

TRM moves quickly. We are a high velocity, high ownership team that expects clarity, follow-through, and impact. People who thrive here are energized by hard problems, experimentation, and continuous feedback. If something takes months elsewhere, it will ship here in days.

Our work sits at the intersection of AI, national security, and fighting crime. The problems are complex, the stakes are real, and the environment evolves quickly. The pace and intensity of the work reflect the importance of the mission. As a result, the way we operate requires a high level of ownership, adaptability, collaboration, and creative problem-solving.

At TRM, you should expect:

• Priorities and targets to change quickly as we experiment and iterate

• Work that often requires operating with a high degree of ambiguity

• A high level of personal ownership and accountability

• Close collaboration across teams and functions

• Frequent, high-touch communication

• Creative problem solving and out-of-the-box thinking

• A pace that rewards urgency, adaptability, and outcomes

This environment is energizing for people who enjoy building, solving hard problems, and making progress in situations that are not always fully defined. It also requires comfort navigating ambiguity, adjusting course as new information emerges, and maintaining focus and positivity in a fast-moving and intense environment.

We also recognize that this style of operating is not for everyone. If you are primarily optimizing for predictability or a consistently balanced workload, we encourage you to use the interview process to pressure test whether this environment is truly the right fit. We want teammates who thrive here, not just survive here.

At the same time, many people find this work deeply rewarding. If you are excited by meaningful problems, motivated by ambitious goals, and energized by working alongside mission-driven colleagues, there is a good chance you will find TRM to be an exceptional place to grow and contribute. Learn more about Interviewing at TRM

AI Fluency at TRM

AI fluency is a baseline expectation at TRM.

We believe AI meaningfully changes how top performers operate. We expect every team member to use AI to accelerate and reimagine their craft, not just automate surface tasks.

At TRM, AI fluency means you are among the top 10 percent of operators in your function in how you apply AI to:

• Accelerate repeatable workflows

• Structure and solve problems

• Improve output quality

• Increase speed and leverage

You will be evaluated on applied AI fluency during the interview process.

Leadership Principles

We hire and grow against three leadership principles. They’re the standards for how we operate, treat each other, and make decisions.

• Impact-Oriented Trailblazer: We put customers first and move with speed, focus, and adaptability. We treat every plan like an experiment - test, ship, measure, and iterate quickly.

• Master Craftsperson: We care deeply about our craft. We balance speed with high standards, own outcomes end-to-end, and invest in getting better everyday.

• Inspiring Colleague: We add clarity and energy, not noise. We bring humility, candor, and a one‑team mindset — giving and receiving feedback to make the team stronger.

Join our Mission

At TRM, we care deeply about our craft. We are looking for individuals who want their work to matter, who experiment with speed and rigor, and who take pride in building a safer world for billions of people. If you’re excited by TRM’s mission but don’t check every box, we encourage you to apply — we hire for slope, judgment, and the will to learn fast.

TRM is a Series C company with $220M in total funding, backed by Goldman Sachs, Bessemer, Y Combinator, Thoma Bravo, and others. Headquartered in San Francisco, TRM operates as a distributed-first company with hubs in Los Angeles, San Francisco, New York, Washington D.C., London, and Singapore. Learn more about building tools for defenders

Privacy Policy and Additional Information

By submitting your application, you agree to allow TRM Labs to process your personal information in accordance with our Privacy Policy.

We collect the information you provide (such as your resume, work history, and contact details) solely for the purpose of evaluating your candidacy for current and future roles at TRM.

Because our hiring cycles for certain positions may span 24 to 36 months, we retain your personal information for up to 36 months from the date of your application. After that period, your data is deleted unless a different retention period is required or permitted by law.

If you are located in the European Economic Area, the United Kingdom, or another jurisdiction with applicable data protection laws, you have the right to access, correct, or request deletion of your personal data at any time before that period ends. To exercise any of these rights, contact us at [e-mail].

To notify TRM Labs that you believe this job posting is non-compliant, please submit a report through this form. No response will be provided to inquiries unrelated to job posting compliance.

The use of AI tools of any kind (including but not limited to notetakers, interview assistants, and real-time coaching tools such as Otter.ai, Fireflies, Fathom, Cluey, or similar) during TRM interviews is not permitted without prior approval from TRM. TRM uses its own internal tools for note-taking to ensure a consistent and confidential experience for all candidates.

We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this form.

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