Sr. Strategic Account Director

TRM Labs; United States; Remote; USD 180,000 - 260,000; Full time

Job summary

TRM Labs seeks a Senior Strategic Account Director to own relationships and revenue for major global banking accounts. You will set strategy, navigate complex purchasing decisions, and expand TRM’s footprint across institutions.

This role leverages AI to map buying committees, drive deals, and forecast with precision. You will lead multi-threaded engagements, build 3x pipeline, and partner with Sales Architects on tailored value narratives.

Qualifications

• 6+ years of experience in global banking or financial services.
• Experience running complex, multi-stakeholder deals with executive buyers at large banks.
• Daily use of AI in selling workflow, with concrete examples of time or revenue gains.
• Rigorous qualification and forecast discipline, including MEDDPICC, supported by AI-driven pipeline hygiene.

Responsibilities

• Own the full sales cycle from first conversation to signed contract.
• Collaborate with Sales Architects and Deployment Strategists on value-based demos and proposals.
• Build and maintain a multi-account pipeline with AI-assisted insights.
• Provide periodic forecast updates and pipeline hygiene using CRM workflows.

Skills

Global banking experience

AI in selling workflow

Executive stakeholder management

Forecast discipline/MEDDPICC

Strong communication with executives

Tools

CRM systems

Gong/AI-assisted insights

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.

As a Snr. Strategic Account Director at TRM, you will own the relationship and the revenue for several of our largest global banking accounts, helping their teams detect and disrupt financial crime. You will set account strategy, navigate the bank from the inside, and grow what TRM does across the institution. TRM is distributed, not distant, and this role is built for someone who uses AI to move faster and sell smarter.

The impact you will have:

• Grow several Tier-1 banking accounts from six to seven figure deals toward multi-million dollar annual relationships by tying TRM's intelligence to each business line's priorities, using AI to map buying committees, budget holders, and internal triggers before your first meeting.

• Expand TRM's footprint inside your accounts beyond the team you start with, using AI-assisted account maps and your own network to find the right sponsor in each.

• Own the full sales cycle from first conversation to signed contract, using AI-drafted account plans and call prep that you sharpen with your own judgment.

• Build and maintain at least 3x qualified pipeline across your accounts, and use AI summaries of Gong calls to see what converts and fix what does not.

• Partner with Sales Architects and Deployment Strategists on demos and proofs of value, turning discovery notes into tailored value narratives with AI.

• Keep an accurate weekly forecast, with CRM and pipeline hygiene automated through AI workflows you build and share with the team.

• Bring first-hand customer and competitive insight to Product and Research so the roadmap reflects what US customers need.

What we’re looking for:

• 6+ years of experience in global banking or financial services, ideally at one or more tier-1 institutions

• A background in areas such as innovation, asset management, payments, or compliance, with a record of owning or influencing large, multi-stakeholder purchasing decisions. Product and compliance knowledge can be learned; your network and your ability to navigate the institution are what we need.

• Daily use of AI in your selling workflow, with concrete examples of time or revenue gained.

• Experience running complex, multi-threaded deals with executive buyers at large banks, using AI to prepare and follow up with precision.

• Rigorous qualification and forecast discipline, including MEDDPICC, supported by AI-assisted pipeline hygiene.

• Credible, clear communication with senior executives, in person and virtually.

• Based in the United States, with willingness to travel for customer meetings.

About the Team:

• You will join a team of quota-carrying Account Directors who each focus on one or two of TRM's largest accounts.

• The team is fast-paced, positive, and collaborative, with shared pipeline insight and open sharing of what works and which AI plays are landing.

• The work is hard in a useful way: senior buyers, long cycles, and large, multi-stakeholder deals.

• You will work with Sales Architects, Deployment Strategists, Product, Research, and RevOps, who move quickly to support your deals.

Team Operating Rhythms:

• Distributed, not distant: the team works across US time zones with a shared core overlap.

• Slack is the center of day-to-day communication. @mention colleagues for timely responses.

• Weekly 1:1 with your manager, plus a weekly pipeline and forecast review. HM to confirm cadence.

• Company-wide all-hands and founder Q&A sessions keep everyone connected to the mission.

Required online and collaboration hours:

• Schedule: Core overlap of 10:00 AM to 4:00 PM in your US time zone, Monday to Friday. HM to confirm.

Travel Requirements:

• Schedule: Customer meetings, industry events, and team gatherings.

• Frequency: Up to 25%. HM to confirm.

Onsite Requirements:

• Schedule: Remote and distributed, with in-person customer meetings as part of travel..

Learn about TRM Speed in this position:

• Within your first 30 days, you map the business lines, sponsors, and buying committees in each of your Diamond accounts and have an AI-assisted account plan for each, so pipeline builds before onboarding ends.

• When a customer asks for an urgent executive briefing late on a Thursday, you prepare with AI-generated account research and deliver a tailored briefing within 24 hours.

  • When an RFP lands with only a few days to respond, you rally Sales Architects and Deal Desk to deliver a high-quality response on time.