Account Manager, Financial Institutions

Build a Safer World. 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. The Account Manager, Financial Institutions will join TRM’s US Private Sector team, focused on protecting and expanding existing customer revenue . This is a fast-paced, high-ownership role managing a large book of accounts that move quickly and require disciplined execution. The Account Manager owns the post-sale customer relationship , including renewals, expansions, and day-to-day account management. This role partners closely with Sales, Customer Success, Product , and Operations to ensure customers realize ongoing value from TRM’s blockchain intelligence solutions. The ideal candidate is customer-obsessed, highly organized, commercially sharp, and comfortable operating autonomously across a high-volume portfolio. The impact you will have: Own and manage a book of ~70+ financial institution accounts, serving as the primary point of contact across renewals, expansions, and ongoing engagement Build and maintain trusted relationships with key customer stakeholders, understanding their compliance, risk, and operational priorities Drive renewal execution end-to-end, including discovery, proposal development, pricing, contracting, and close, while maintaining ≥95% Net Revenue Retention Identify and execute upsell and cross-sell opportunities within existing accounts to achieve individual quota targets Ensure customers realize consistent value from TRM’s products by aligning solutions to customer workflows and evolving needs Maintain accurate pipeline, renewal forecasts, and account health tracking in Salesforce and related tools Respond rapidly to customer inquiries and requests ( Partner cross-functionally to resolve issues, surface customer feedback, and continuously improve the customer experience Develop a base of satisfied customers who renew consistently, expand over time, and advocate for TRM What we’re looking for: 3+ years of experience in Account Management, Customer Success, or post-sale SaaS roles, ideally supporting financial institutions Experience managing renewals, expansions, and commercial conversations with quota responsibility Familiarity with financial crime compliance, risk, or related domains (AML, sanctions, KYC), or strong aptitude to ramp quickly Comfort managing a high-volume book of business with competing priorities and tight timelines Strong customer presence with the ability to build trust and credibility across senior and working-level stakeholders Clear, direct communicator who listens actively and drives alignment on next steps Proficient with CRM and sales tooling (e.g., Salesforce); disciplined about pipeline hygiene and forecasting Highly autonomous and accountable; owns outcomes and follows through on commitments Adaptable and resilient in a fast-moving environment where priorities evolve quickly Collaborative team player who works effectively across Sales, CS, Product , and Operations About the Team: Our 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' ... (truncated, view full listing at source)