Global Strategic Account Director
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.
As Global Strategic Account Director, you will bring our newest data products to market by expanding our footprint across existing private sector accounts and landing net‑new enterprise logos. Your role sits at the intersection of strategy, execution, and customer obsession, helping enterprises realize new outcomes with TRM's intelligence platform.
Responsibilities
- Bring new data products to market by uncovering and activating high‑value expansion opportunities within existing accounts and hunting for net‑new enterprise logos
- Own the full sales motion across both expansion and new business—from stakeholder mapping and needs discovery to solution development and deal closure
- Partner closely with account owners and cross‑functional teams to deepen relationships and help customers discover new use cases and expand value
- Collaborate with founder and product teams to iterate on messaging, refine positioning, and surface field feedback that informs roadmap and strategy
- Stay embedded in key accounts through renewals, workshops, advisory sessions, and executive briefings—while building new relationships at greenfield accounts
- Travel frequently across EMEA and APAC (up to 50%) to meet with customers, participate in industry events, and represent TRM at the executive level
Qualifications
- Pathfinder experience scaling new product revenue >$2.5 million in under 12 months
- 8+ years in enterprise SaaS sales with a strong track record selling into large private sector organisations across any vertical
- Proven ability to expand within existing customer relationships and open net‑new accounts at the enterprise level; comfortable navigating renewal conversations and cold‑starting new opportunities
- Experience launching early‑stage or newly released products into the market
- Strong comfort with technical concepts and data products—able to translate value clearly to business, compliance, or risk stakeholders
- Exceptional executive presence, curiosity, listening skills, and comfort navigating ambiguity
- Builder's mindset with a desire to shape the GTM playbook, not just execute it
We are committed to providing reasonable accommodations to applicants with disabilities. Requests can be made via a form.
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