Head of Sales, US 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 Head of Sales, US Financial Institutions will lead TRM’s go-to-market strategy for Banking and Financial Institution customers across North America. This leader will oversee a team of Account Directors driving deep engagement within the US Private Sector market — accelerating revenue growth, expanding TRM’s presence within major financial institutions, and elevating our expertise in stablecoins and financial crime risk management.

We’re looking for a strategic, customer-obsessed sales leader who can blend operational excellence with market vision — building scalable systems, developing high-performing teams, and driving impact in a fast-moving environment. This individual will be fluent in the financial institutions ecosystem, capable of navigating complex procurement, compliance, and partnership structures to close multi-million-dollar enterprise deals.

The impact you will have:

• Scale TRM’s Financial Institution Business: Build and execute a strategic sales plan to achieve ~$6M in annual revenue, expand share of wallet within key accounts, and position TRM as the trusted partner of choice for blockchain intelligence across the FI ecosystem.
• Lead and Develop a High-Performing Team: Recruit, coach, and enable Account Directors focused on Financial Institutions; shorten ramp time, raise product fluency, and ensure consistent quota attainment.
• Strengthen TRM’s Market Presence: Deepen relationships with executive stakeholders across banking, payments, and compliance; champion TRM’s insights through thought leadership and customer advisory engagement.
• Drive Operational Excellence: Build repeatable sales motions and scalable infrastructure for pipeline management, forecasting, and RFP response — sustaining TRM Speed while ensuring discipline and precision.
• Partner Cross-Functionally: Work with Marketing, Product, and Customer Success to align market feedback, shape GTM initiatives, and accelerate product adoption across the Financial Institutions segment.

What we’re looking for:

• 10+ years of enterprise SaaS sales experience, including 5+ years leading teams selling into large North American Financial Institutions.
• Proven track record of consistently exceeding $5M+ annual revenue targets in highly regulated or compliance-driven markets.
• Deep knowledge of Financial Institution operations, procurement processes, and decision-making hierarchies; ability to navigate complex buying centers.
• Expertise in financial crime, AML, sanctions, or compliance technology strongly preferred; stablecoin fluency a plus.
• Demonstrated leadership excellence — motivating teams through clarity, accountability, and urgency.
• Strong communicator and storyteller who can translate technical capability into strategic value for C-suite stakeholders.
• Highly adaptable, self-directed, and data-driven, with the ability to operate effectively in dynamic, high-growth environments.
• Collaborative mindset with proven success working cross-functionally to close strategic, multi-stakeholder deals.

About the Team:

• The North America Private Sector team operates with a high-performance mindset grounded in collaboration, ownership, and urgency. We share competitive insights, deal strategies, and customer learnings freely — accelerating collective success. We communicate primarily through Sla