Account Director - North America, Crypto

The Account Director for North American Crypto will join a team driving TRM’s go-to-market strategy across the crypto and digital assets ecosystem. Their mission: expand and strengthen our foothold across crypto-first companies. We're looking for a customer-obsessed, consultative salesperson to own the entire sales process with new and existing customers. This person will bring knowledge of the blockchain intelligence discipline and the nuances of the crypto economy, navigating everything from high-velocity cycles to complex six and seven-figure strategic deals.

The Impact You Will Have:

• Connect with new and existing stakeholders across your territory — identify who holds budgets, who makes and influences decisions, and where TRM can help accelerate their crypto risk and compliance capabilities.
• Spearhead adoption of blockchain intelligence solutions within crypto-native workflows — driving intimate understanding of how customers apply TRM tools, and proactively finding ways to increase impact.
• Own, plan, execute, and quarterback activities to build long-term client value: nurture relationships, close renewals and expansions, drive referrals, and strengthen product feedback loops.
• Develop and execute a clear territory strategy to meet and exceed quota ($1.5M new business, pro-rated) and discover new growth opportunities within the crypto ecosystem.
• Become a subject matter expert in TRM’s products and key use cases across crypto segments — enriching every touchpoint from first call to demo to advisory sessions and innovation workshops.
• Actively gather and prioritize market insights and customer feedback to shape product roadmap and go-to-market motion.
• Build a roster of raving fans and happy customers who champion TRM and refer new logos.

What We’re Looking For:

• 6–10+ years of B2B SaaS experience, ideally selling into crypto or other fast-moving verticals with technical stakeholders.
• Deep familiarity with the crypto ecosystem — players, segments (e.g., CEXs, DeFi, infra), and challenges.
• Strong customer-facing skills — you can engage with executives, influence decisions, and run compelling demos.
• Strong discovery and storytelling capabilities — you adapt your pitch to resonate with specific mission needs.
• “Farmer meets hunter” — you enjoy building authentic relationships, discovering new use cases, and closing.
• Autonomous and adaptable — you operate with urgency, clarity, and comfort in ambiguity.
• Excellent written and verbal communication — you can explain technical ideas in a way that resonates.
• Collaborative and cross-functional — you’re excited to partner with product, marketing, compliance, and legal to win deals and improve the customer experience.
• Familiarity with AML, KYC, and crypto regulatory frameworks is a plus.

About the Team:

• Our Private Sector team thrives on collaboration, sharing intel, strategy, and momentum across territories. We work asynchronously but move fast — Slack, Notion, and BoostUp are our command centers.
• We prioritize customer missions and maintain strong cross-functional relationships with Solutions Architecture, Product, and Customer Success.
• The team operates mostly in U.S. time zones (EST/PST). While we're all-in when needed, we deeply respect personal time — particularly outside core business hours.

Learn About TRM Speed in This Role:

• Rapid Opportunity Assessment: You’ll quickly qualify or disqualify leads to protect focus — building more than $500k in qualified pipeline each month focused on future quarters.
• Sales Campaigns: You’ll own two new outbound or channel campaigns per month to generate in-quarter and long-term pipeline momentum.
• Territory Strategy: You’ll maintain and iterate a strategic sales plan across Tier 1 crypto accounts and prospects, revisiting monthly to maximize territory impact.