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TRM Labs · 3 months ago

Sales Account Director - US National Security

Washington DC Metro Area

Full-time

Onsite

Lead/Staff, Director/Executive

5+ years exp

TRM Labs is a blockchain intelligence company committed to fighting crime and creating a safer world. The Sales Account Director for US National Security will drive TRM’s crypto go-to-market strategy in the US Public Sector market, focusing on increasing and strengthening the company's foothold while managing the entire sales process with new and existing customers.

Big DataBlockchainComplianceCryptocurrency

Comp. & Benefits

No H1B

Security Clearance Required

U.S. Citizen Only

Responsibilities

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

Prospecting - 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

Nurturing - Own, plan, execute, and/or quarterback activities to nurture client relationships, feedback loops, referrals, renewals, upsells, cross-sells, expansions

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 sales process from demonstrations to trial to customer advisory sessions to innovation workshops

Customer advocacy - Pro-actively gather and prioritize customer feedback and champion it within TRM

Loyalty - Develop a roster of happy customers that will refer new prospects, champion TRM, and provide crucial feedback

Qualification

B2G SaaS sales experienceCryptocurrency knowledgeRegulatory knowledgeCustomer-facing skillsCommunication skillsUS National Security experienceTS/SCI clearanceProblem-solving skillsStorytelling abilityFast-paced environment experience

Required

5+ years of B2G 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 to understand 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

Experience selling into US National Security and Public Sector organizations

TS/SCI with Full Scope Polygraph clearance required