Account Director - DoS / USSS / NCFI

<div class="content-intro"><h2>Build a Safer World. </h2> <p>TRM Labs provides blockchain analytics and AI solutions to help law enforcement and national security agencies, financial institutions, and cryptocurrency businesses detect, investigate, and disrupt crypto-related fraud and financial crime. TRM’s blockchain intelligence and AI platforms include solutions to trace the source and destination of funds, identify illicit activity, build cases, and construct an operating picture of threats. TRM is trusted by leading agencies and businesses worldwide who rely on TRM to enable a safer, more secure world for all.</p></div><p>The Sales Account Director will join a team driving TRM’s crypto go-to-market strategy for the DoS / USSS / NCFI customers. Your goal will be 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 and existing customers. This person will be knowledgeable about the cryptocurrency ecosystem and feel comfortable navigating complex processes to close six and seven figure deals.</p> <p><strong>The impact you will have here:</strong></p> <ul> <li>Account Mapping - Connect with all the current key stakeholders within the DoS / USSS / NCFI as well as Law Enforcement 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</li> <li>Prospecting - Discover new stakeholders within the DoS / USSS / NCFI 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</li> <li>Nurturing - Own, plan, execute, and/or quarterback activities to nurture client relationships, feedback loops, referrals, renewals, upsells, cross-sells, expansions</li> <li>Account Planning - Create and execute strategic plans for the DoS / USSS / NCFI to not only ensure company goals are met across key revenue and churn metrics, but also new growth opportunities are discovered and pursued</li> <li>Product and Subject Matter Expertise - Hone TRM product and customer vertical subject matter expertise to enrich every stage of the sales process from demonstrations to trial to customer advisory sessions to innovation workshops</li> <li>Customer Advocacy - Proactively gather and prioritize customer feedback and champion it within TRM</li> <li>Loyalty - Develop a roster of happy customers that will refer new prospects, champion TRM, and provide crucial feedback</li> </ul> <p><strong>What we’re looking for:</strong></p> <ul> <li>At least 8+ years of experience selling SaaS products into Federal Law Enforcement agencies</li> <li>Strong knowledge of the DoS / USSS / NCFI and other Law Enforcement accounts and their workflows</li> <li>Knows government contracting and has a rich set of Partners across Government.</li> <li>Strong customer-facing presentation/listening skills with the ability to establish credibility with senior DoS / USSS / NCFI executives</li> <li>A knack for storytelling. You have the ability understand customer needs and build + convey compelling value propositions</li> <li>Adaptable. Goals can change fast. You anticipate and react quickly</li> <li>Autonomous, collaborative and an excellent communicator</li> </ul> <p><strong>About the Team:</strong></p> <ul> <li>Our public sector team thrives on collaboration, always looking out for each other by sharing opportunities and competitive insights. We actively exchange ideas and strategies to boost each other's sales efforts. Communication is key, and we primarily use Slack, making sure to @mention colleagues for timely responses. Our routine includes weekly 1-on-1 meetings with managers, bi-weekly team meetings, and monthly Pod meetings with the broader support organization. Above all, we prioritize our customers' missions, and this dedication is reflected in every aspect of our TRM life.</li> < ... (truncated, view full listing at source)