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2 months ago
Requirements and responsibilities
Job DescriptionThe Sales Account Director will join a team driving TRM's crypto go-to-market strategy for Public Sector customers in the DACH region. Your goal will be to increase and strengthen our foothold in the space. We are 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.ResponsibilitiesAccount Mapping - Connect with all the current key stakeholders within your territory 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 within your territory 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 your territory to not only ensure company goals are met across key revenue and churn metrics, but also new growth opportunities are discovered and pursued.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.Customer Advocacy - Proactively 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.What we’re looking forAt least 5+ years of experience selling SaaS products into Public Sector accounts in the DACH region.Strong customer-facing presentation/listening skills with the ability to establish credibility with senior executives.A knack for storytelling. You have the ability understand customer needs and build + convey compelling value propositions.Adaptable. Goals can change fast. You anticipate and react quickly.Autonomous, collaborative and an excellent communicator.About the TeamTRM's EMEA Sales Team has a fast paced, positive and open culture. Team members are given a high degree of responsibility and autonomy so that they can decide the best way to deliver against goals. The team works positively together and you can expect a lot of help and support from both your team mates and your manager - who tries to make himself super available to assist you with questions, problems or at customer meetings. The team gets together for calls regularly including a weekly team call, a weekly pipeline call, a weekly forecast call and fortnightly pod calls. In addition TRM runs regular all hands and found AMA calls so that everyone feels connected to the wider team and mission. Slack is main tool that is at the center of all asynchronous and synchronous communication.The EMEA Sales team works UK and CET time. However there might be some requirement for later calls with East and West Coast US when working on complex opportunities.Learn about TRM Speed in this positionTRM receives an urgent lead from a prospect at 3:30PM on a Friday, they would like to speak to somebody in detail about their requirements, TRM's product and would like to see a demo today.Within your first month you will need to profile and stack rank all prospects and customers in your territory and start an outreach program yourself and with your SDR all whilst completing TRM's onboarding and training.TRM receives a customer RFx late from a partner. It looks perfect for us, but we only have 3 days to respond. Rally your virtual team's resources to provide a high quality, detailed response that satisfies the customer.Life at TRMWe are building a safer world. That promise shows up in how we work every day. TRM moves quickly. We are a high velocity, high ownership team that expects clarity, follow-through, and impact. People who thrive here are energized by hard problems, experimentation, and continuous feedback. If something takes months elsewhere, it will ship here in days.Our work sits at the intersection of AI, national security, and fighting financial crime. The problems are complex, the stakes are real, and the environment evolves quickly. The pace and intensity of the work reflect the importance of the mission. As a result, the way we operate requires a high level of ownership, adaptability, collaboration, and creative problem-solving.At TRM, you should expect:Priorities and targets to change quickly as we experiment and iterateWork that often requires operating with a high degree of ambiguityA high level of personal ownership and accountabilityClose collaboration across teams and functionsFrequent, high-touch communicationCreative problem solving and out-of-the-box thinkingA pace that rewards urgency, adaptability, and outcomesThis environment is energizing for people who enjoy building, solving hard problems, and making progress in situations that are not always fully defined. It also requires comfort navigating ambiguity, adjusting course as new information emerges, and maintaining focus and positivity in a fast-moving and intense environment.We also recognize that this style of operating is not for everyone. If you are primarily optimizing for predictability or a consistently balanced workload, we encourage you to use the interview process to pressure test whether this environment is truly the right fit. We want teammates who thrive here, not just survive here.At the same time, many people find this work deeply rewarding. If you are excited by meaningful problems, motivated by ambitious goals, and energized by working alongside mission-driven colleagues, there is a good chance you will find TRM to be an exceptional place to grow and contribute. Learn more: Interviewing at TRM How We Hire and What Success Looks LikeAI Fluency at TRMAI fluency is a baseline expectation at TRM. We believe AI meaningfully changes how top performers operate. We expect every team member to use AI to accelerate and reimagine their craft, not just automate surface tasks.At TRM, AI fluency means you are among the top 10 percent of operators in your function in how you apply AI to:Accelerate repeatable workflowsStructure and solve problemsImprove output qualityIncrease speed and leverageYou will be evaluated on applied AI fluency during the interview process.Leadership PrinciplesWe hire and grow against three leadership principles. They are the standards for how we operate, treat each other, and make decisions.Impact-Oriented Trailblazer: We put customers first and move with speed, focus, and adaptability. We treat every plan like an experiment - test, ship, measure, and iterate quickly.Master Craftsperson: We balance speed with high standards, own outcomes end-to-end, and invest in getting better everyday.Inspiring Colleague: We add clarity and energy, not noise. We bring humility, candor, and a one-team mindset — giving and receiving feedback to make the team stronger.Join our MissionAt TRM we care deeply about our craft. We are looking for individuals who want their work to matter, who experiment with speed and rigor, and who take pride in building a safer world for billions of people. If you’re excited by TRM's mission but don't check every box, we encourage you to apply - we hire for slope, judgment, and the will to learn fast.TRM is a Series C company with $220M in total funding, backed by Blockchain Capital, Goldman Sachs, Bessemer, Y Combinator, Thoma Bravo, and others. Headquartered in San Francisco, TRM operates as a distributed-first company with hubs in Los Angeles, San Francisco, New York, Washington DC, London, and Singapore.
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