Build to Protect Civilization TRM is a blockchain intelligence company thatâs on a mission to build a safer world for billions of people. Weâre a lean, high-impact team tackling some of the worldâs most critical challenges, ranging from human trafficking and financial fraud to terrorist financing. We are builders who power governments, financial institutions, and crypto companies when the clock is running and the consequences are real. This is why every TRMer is a bet on our future and has the power to change our trajectory. The Sales Account Director will join a team driving TRMâs crypto go-to-market strategy for Public and Private Sector customers in the DACH region. 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. The impact you will have here:
Account 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 weâre looking for:
At least 5+ years of experience selling SaaS products into Public and Private 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 Team:
TRM'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 position:
TRM 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, TRMâs 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 TRMâs 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 teamâs resources to provide a high quality, detailed response that satisfies the customer.
Life at TRM We build to protect civilization. That promise shows up in how we work every day. TRM runs fast. Really fast. Weâre a high-velocity team that expects ownership, clarity, and follow-through. People who thrive here are inspired by hard problems, experimentation, direct feedback. If it takes months elsewhere, it often ships here in days. If you are optimizing primarily for consistent work-life balance, use the interview process to pressure-test fit. We want teammates who thrive here, not just survive here. We coach directly, assume positive intent, and play for the front of the jersey. Leadership Principles
Impact-Oriented Trailblazer: We put customers first, driving for speed, focus, and adaptability. Master Craftsperson: We prioritize speed, high standards, and distributed ownership. Inspiring Colleague: We value humility, candor, and a one-team mindset.
Want to learn more about how we interview at TRM Labs? Check out more about our leadership principles and hiring process here. What Youâll Do Here This work has teeth. At TRM, your week might include:
Driving critical investigations that canât wait for typical business hours. Shipping products in days when others would schedule quarters. Partnering with teams across time zones to deliver insights while the story is still unfolding. Building new solutions from first principles when the playbook doesnât yet exist. Protecting victims and customers by tracing illicit activity and disrupting criminal networks.
Join our Mission We look for people who want their work to matter, who build with speed and rigor, and who take pride in protecting others through their craft. If youâre excited by TRMâs mission but donât check every box, apply anyway. We hire for slope, judgment, and the will to learn fast. Build to protect civilization. Letâs do it together. Recruitment agencies TRM Labs does not accept unsolicited agency resumes. Please do not forward resumes to TRM employees. TRM Labs is not responsible for any fees related to unsolicited resumes and will not pay fees to any third-party agency or company without a signed agreement. Privacy Policy By submitting your application, you are agreeing to allow TRM to process your personal information in accordance with the TRM Privacy Policy Learn More: Company Values | Interviewing | FAQs