TRM is on a mission to build a safer financial system for billions of people. We deliver a blockchain intelligence data platform to financial institutions, crypto companies, and governments to fight cryptocurrency fraud and financial crime. We consider our business — and our profit — as a way to move towards our mission sustainably and at scale.
Account Management at TRM is the continual, relentless pursuit of the intersection of customer happiness and company growth. Customer happiness goes beyond just satisfying business requirements, contractual deliverables, and user training needs—it is working all elements and stakeholders within accounts towards a trusted, valued partnership where customers would be glad to refer TRM to prospects. Company growth goes beyond just revenue, retention, and usage metrics—it is the expansion of TRM within and across customers’ businesses, use cases, and mindshare. The Account Manager for TRM’s private sector business customers will be knowledgeable about the cryptocurrency ecosystem, quarterbacking every aspect of customer happiness and company growth for TRM’s customers.
The impact you will have:
- Account mapping. Connect with all the current key stakeholders within an account 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, etc.
- Prospecting - Expansions. Discover new stakeholders across an account 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, etc.
- Prospecting - New business. Mapping, planning and outreach to perspective customers to generate new business pipeline.
- Nurturing. Own, plan, execute, and/or quarterback activities to nurture client relationships, feedback loops, referrals, renewals, upsells, cross-sells, expansions, etc.
- Account planning. Create and execute strategic plans for every account to not only ensure company goals are met across key revenue and churn metrics, but also new growth opportunities are discovered and pursued.
- Product & subject matter expertise. Hone TRM product & customer vertical subject matter expertise to enrich every stage of the post-sales process from demos to customer advisory sessions to innovation workshops, etc.
- Customer advocacy. Proactively gather and prioritize customer feedback to champion it within TRM.
What we’re looking for:
- At least 5 years of Account Management/Sales experience, selling SaaS products into crypto businesses
- Strong cross-functional project management skills, adept at leading teams from multiple departments to deliver complex projects on time and within scope.
- Expertise in SaaS pricing and packaging strategies, ensuring alignment with market demands, customer needs, and long-term revenue growth goals.
- Proficient in contract negotiation, balancing customer needs with company objectives to secure mutually beneficial agreements.
- Proven ability to develop and manage enterprise-level relationships, fostering long-term partnerships that drive both client satisfaction and business growth.
- Experienced in client engagement and education, delivering tailored content and insights through presentations, training sessions, and regular touchpoints across multiple formats.
- A customer-obsessed approach to service, education and support, consistently prioritizing client satisfaction and delivering solutions that exceed expectations.
- Familiarity with industry-standard sales and revenue operations tools, including Salesforce and other SaaS platforms that streamline sales processes and optimize performance tracking.
- You are based and eligible to work in Singapore
About the team:
- The Private Sector Business Development team is made of independent sales leaders who take ownership and initiative of their territory and responsibilities. Because we’re a global team, 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.
Leadership Principles
Our Leadership Principles are foundational element of our strategy, guiding how we make decisions, how we treat each other, and how we behave day-to-day.
- 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.
Build a Career
Joining TRM means being part of a mission-driven team comprised of industry leaders. At TRM, you'll experience:
- Purpose and Mission: Have a real-world impact, from disrupting terrorist networks to returning stolen funds.
- Inspiring Colleagues: Collaborate with industry leaders and learn something new daily.
- Personal Growth: We're not just using technology; we're inventing it and taking category-defining products to market.
Work Environment
- Remote First: Our HQ is online. Tools like Zoom and Slack ensure seamless collaboration, but we also value in-person interactions, organizing regular meetups and offsites for team bonding. Clear communication is key in our decentralized setup. With tools like Slack, Loom, and voice notes, we document meetings and decisions, promoting transparency and efficiency.
- Ownership & TRM Speed: Small teams drive big goals at TRM. Every team member has significant ownership and responsibility, fostering an environment of initiative and direct impact. While there's no strict clocking in or out, we expect team members to balance personal schedules and team needs. We move “surprisingly fast” while maintaining a high bar in service of our customers and mission. This can feel both intense and rewarding. Our unique approach to projects emphasizes quick wins, rapid iterations, and constant feedback.
- Diversity and Inclusion: Diversity at TRM encompasses backgrounds, experiences, and perspectives. Every day is an opportunity to learn from a colleague, whether they're a law enforcement expert or a tech pioneer.
- Annual Company Offsite: Once a year, TRMers come together from around the world to attend a 1-week mandatory company offsite. This is designed to foster in-person relationships, creativity, and strategic alignment. Employee attendance is required of all TRMers.
Join Us
We're looking for team members who love building from the ground up and want to work hard in a fast-paced and ambitious environment. We are remote-first, with exceptionally talented team members located around the world. If you like solving tough problems quickly and seeing your work improve the lives of billions of people, we want you at TRM.
We encourage you to reach out even if your experience doesn't precisely match the job description. Don't worry about picking exactly the right job; we can always explore other options after starting the conversation. Your passion and interests will set you apart, especially if your background or career is unconventional.
To all recruitment agencies: TRM Labs does not accept unsolicited agency resumes. Please do not forward resumes to TRM Labs 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 that does not have a signed agreement with the Company.
Top Skills
What We Do
TRM Labs is a blockchain intelligence company that helps financial institutions, crypto businesses and government agencies detect and investigate crypto-related financial crime and fraud. Every day, we tackle challenges in data engineering, data science, and threat intelligence to advance our mission to build a safer financial system for billions of people.
We have raised over $79M from JPMorgan Chase, Visa, Citi, PayPal, Block, Initialized Capital, Tiger Global, Bessemer, and Y Combinator.
Gallery
