Sales Account Director - Treasury / IRS

The Sales Account Director for crypto-first businesses will lead the go-to-market strategy to increase and strengthen our foothold in the Federal Civilian space targeting Treasury and IRS. We're looking for a customer-obsessed, consultative salesperson to own the entire sales process with new customers. This person will be knowledgeable about the cryptocurrency ecosystem and feel comfortable navigating both complex six-figure deals and fast-moving transactional deals. 

Responsibilities:

• Own the end-to-end sales process with new customers; from researching opportunities to tailoring their sales approach to prospects' needs to closing deals across Treasury and IRS.
• Write client proposals (sometimes, from scratch) and negotiate contracts / SOWs.
• Develop and leverage an in-depth understanding of client needs and key initiatives, tailor sales approach to specific business needs, and map these to TRM products.
• Generate, maintain, and report against an ongoing pipeline of strategic opportunities to meet and exceed sales targets.
• Actively seek to understand industry trends to help position against competitors.
• Gather and distribute product feedback from clients and prospects to the sales and product teams to help us continually enhance our product offerings.

What we’re looking for

• 8+ years of SaaS sales experience to Federal Civilian Agencies focused on Treasury and IRS with a demonstrated ability to consistently deliver against net new sales targets.
• Strong customer-facing presentation / listening skills with the aptitude to establish credibility with senior financial and compliance executives.
• Natural storyteller with the capacity to understand customer needs and convey compelling value propositions.
• Exceptional communication and problem-solving skills.
• Knowledge of cryptocurrencies, digital assets, and / or blockchains.
• Familiarity with regulatory initiatives and changes related to cryptocurrency; understanding of Anti-Money Laundering (AML) and Know Your Customer (KYC) regulatory frameworks.
• Previous experience working in a fast-paced, growing startup environment.

The following represents the expected range of compensation for this role:

• The estimated base salary range for this role is $141,667 - $158,333 plus commission
• Additionally, this role may be eligible to participate in TRM’s equity plan.
• Please note – we factor in the different costs for geographies outside the United States.

About the team:

• The Public Sector Sales Team is made of independent sales leaders who take ownership and initiative of their territory and responsibilities. Each team member is a master of their own territory.
• We work asynchronously to share intel, win strategies, and support one another when prospects cross time zones.
• Knowing the impact that our work has on the future of TRM, we’re scrappy and find ways to get things done and overcome any challenges that come our way.
• Each team member works according to typical business hours in their territory. At times, it’s necessary for the team to meet together a few hours earlier or later than an individual’s local business hours, but those occasions are planned in advance.

Learn about TRM Speed in this position:

• Returning prospect and customer communications within 24 hours at most, typically faster.
• Raising any customer concerns to the relevant internal teams promptly and ensuring
• Responding to internal requests (asks re: customer, prospect, and market information that can range from small to large projects) as quickly as possible.