Account Director, Crypto

Job not on LinkedIn

September 25

Apply Now

Receive Emails with Similar Jobs

TRM Labs

WebsiteLinkedInAll Job Openings

Blockchain • Cybersecurity • Finance

TRM Labs is a company that delivers blockchain intelligence to detect crypto-facilitated crime and ensure compliance and safety worldwide. Their services include forensics, tactical transaction monitoring, wallet screening, and know-your-entity solutions. TRM Labs supports government agencies, financial institutions, and crypto businesses globally by providing blockchain investigations and risk management solutions to combat fraud and financial crime. They are trusted by leading organizations to help prove crypto cases in court and build safer financial systems.

51 - 200 employees

🔒 Cybersecurity

💸 Finance

💰 $70M Series B on 2022-11

📋 Description

• Build trusted relationships with leaders across crypto exchanges, DeFi protocols, fintechs, hedge funds, custodians, and other digital asset players; identify priorities, use cases, regulatory needs, budgets, and decision-making processes. • Spearhead the implementation of blockchain intelligence into customer workflows to enable risk management, compliance, and security outcomes. • Own, plan, execute, and quarterback activities to nurture relationships across a diverse portfolio of crypto organizations, driving renewals, upsells, cross-sells, and expansions. • Create and execute strategic plans for your territory to meet revenue and churn metrics while uncovering new opportunities in the crypto market. • Hone product expertise and crypto industry knowledge across the sales process—from product demonstrations to advisory sessions and innovation workshops. • Gather and prioritize customer feedback from the crypto community and champion it internally to influence product direction. • Develop a roster of delighted crypto customers to serve as champions, referrals, and design partners. • Rapid Opportunity Assessment: qualify/disqualify opportunities quickly and add >$500k in qualified pipeline each month. • Sales Campaigns: develop two new sales campaigns each month to accelerate pipeline growth and generate in-quarter opportunities. • Strategic Sales Planning: regularly update and evaluate strategic sales plans for Tier 1 customers and identify Tier 1 prospects monthly.

🎯 Requirements

• 8+ years of experience selling SaaS products OR 4+ years with deep domain knowledge in digital assets, blockchain, or crypto compliance. • Experience with virtual currencies, decentralized applications, and their role in global financial networks. • Strong knowledge of crypto-native organizations (exchanges, DeFi protocols, custodians, payment providers, etc.), their workflows, procurement processes, and organizational structures. • Familiarity with the evolving regulatory and compliance landscape around cryptocurrencies (e.g., AML, sanctions, licensing). • Deep knowledge of blockchain intelligence and digital assets; comfortable navigating complex processes to close six- and seven-figure deals. • Strong customer-facing presentation and listening skills; ability to establish credibility with senior crypto executives, founders, and compliance leaders. • Ability to translate crypto-specific pain points into compelling value propositions (storytelling skill). • Ability to manage a high volume of crypto accounts with rapidly changing dynamics. • Adaptable, autonomous, and able to execute quickly in a fast-moving market. • Excellent communication skills to explain complex crypto concepts effectively. • Collaborative mindset; ability to work across cross-functional teams and multiple organizational levels.

🏖️ Benefits

• Generous benefits, including PTO, Holidays, and Parental Leave for full time employees. • Remote-first company with a strong remote culture and clear communication/documentation. • Offsites, regional meetups, and global team events. • Virtual coffee chats and onboarding buddies to foster collaboration. • Development opportunities and a growth mindset with role-tailored professional development.