Account Director - North American Crypto

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 Sales Account Director will join a team driving TRM’s go-to-market strategy in the US crypto markets. This is a high-paced role, with a large volume of accounts that evolve quickly. The Account Director’s goal will be to expand and strengthen our foothold across North American crypto-native organizations, including exchanges, DeFi platforms, fintechs, market makers, and institutional participants. We're looking for a customer-obsessed, consultative salesperson to own the entire sales process with new and existing crypto-focused customers. This person will be deeply knowledgeable about blockchain intelligence and digital assets, and feel comfortable navigating complex processes to close six- and seven-figure deals.

The impact you will have:

• Build trusted relationships with leaders across crypto exchanges, DeFi protocols, fintechs, hedge funds, custodians, and other digital asset players. Identify what matters most to them, their crypto use cases, regulatory needs, budgets, and decision-making processes.
• Spearhead the implementation of blockchain intelligence into customer workflows, enabling risk management, compliance, and security outcomes tailored to the crypto economy.
• Own, plan, execute, and quarterback activities to nurture relationships across a diverse portfolio of crypto organizations, driving renewals, upsells, cross-sells, and expansions.
• Create and execute strategic plans for your territory to ensure company goals are met across key revenue and churn metrics, while uncovering new opportunities within the crypto market.
• Hone TRM product expertise and crypto industry knowledge to enrich every stage of the sales process—from product demonstrations to customer advisory sessions to innovation workshops.
• Proactively gather and prioritize customer feedback from the crypto community and champion it within TRM to shape product direction.
• Develop a roster of delighted crypto customers who will serve as champions, referrals, and design partners for TRM.

What we’re looking for:

• 8+ years of experience selling SaaS products, OR 4+ years with deep domain knowledge in digital assets, blockchain, or crypto compliance.
• Experience with virtual currencies, decentralized applications, and their role in global financial networks.
• Strong knowledge of crypto-native organizations (exchanges, DeFi protocols, custodians, payment providers, etc.), their workflows, procurement processes, and organizational structures.
• Familiarity with the evolving regulatory and compliance landscape around cryptocurrencies (e.g., AML, sanctions, licensing).
• Strong customer-facing presentation and listening skills, with the ability to establish credibility with senior crypto executives, founders, and compliance leaders.
• A knack for storytelling: you can translate crypto-specific pain points into compelling value propositions.
• Ability to manage a high volume of crypto accounts with rapidly changing dynamics.
• Excitement about building meaningful client relationships, identifying new crypto use cases, and closing impactful deals.
• Adaptable and autonomous—you anticipate change in a fast-moving market and execute quickly.
• Excellent communication skills to explain complex crypto concepts effectively.
• Collaborative mindset with the ability to work across cross-functional teams and multiple organizational levels.
• Individual pay is determined by skills, qualifications, experience, and location. The following represents the expected range of compensation for this role:
  • The estimated on target earnings (base and variable commission) for this role is $293,334 - $376,666.
  • Additionally, this role may be eligible to participate in TRM’s equity plan.

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' missions, and this dedication is reflected in every aspect of our TRM life.
• Our team predominantly operates in the EST timezone, with some members in PST. We start our day around 8:00 am and typically finish after 5:00 pm. While we may work beyond standard hours when necessary, we deeply respect family time and strive not to intrude on it. We're committed to contributing whenever needed, ensuring our team's success isn't confined to a 40-hour workweek.

Learn about TRM Speed in this position:

• Rapid Opportunity Assessment: You'll swiftly qualify or disqualify opportunities to ensure a strong, future-focused pipeline. Your goal is to add more than $500k in qualified pipeline each month, targeting next quarter and beyond.
• Sales Campaigns: You'll develop two new sales campaigns each month to accelerate pipeline growth, with a focus on generating in-quarter opportunities.
• Strategic Sales Planning: You'll regularly update and evaluate a strategic sales plan for all Tier 1 current customers and identify potential Tier 1 prospects on a monthly basis.

Life at TRM

We are building a safer world. That promise shows up in how we work every day.

TRM runs fast. Really fast. We’re a high‑velocity, high‑ownership team that expects clarity, follow‑through, and impact. People who thrive here are energized by hard problems, experimentation, and direct feedback. If something takes months elsewhere, it often ships here in days. 

That pace isn’t for everyone. 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.

AI Fluency at TRM

AI 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 workflows
• Structure and solve problems
• Improve output quality
• Increase speed and leverage

You will be evaluated on applied AI fluency during the interview process.

Leadership Principles

We hire and grow against three leadership principles. They’re 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 care deeply about our craft. 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.

Learn more: Interviewing at TRM: How We H