📌 Core Information
🔹 Job Title: Global Strategic Account Director
🔹 Company: TRM Labs
🔹 Location: Remote - United States
🔹 Job Type: Full-time
🔹 Category: Information Services
🔹 Date Posted: April 28, 2025
🔹 Experience Level: 10+ years
🔹 Remote Status: Remote (EMEA & US)
🚀 Job Overview
Key aspects of this role include:
- Bringing new data products to market within existing enterprise accounts
- Collaborating with account owners and cross-functional teams to uncover high-value opportunities
- Leading the expansion sales motion, from stakeholder mapping to deal closure
- Iterating on messaging and refining positioning based on customer feedback
- Staying embedded in key accounts through renewals, workshops, and expansion opportunities
- Frequent travel across EMEA and the US (up to 50%) to meet with clients and participate in events
ASSUMPTION: This role requires a strategic mindset, strong communication skills, and the ability to navigate complex customer relationships. It's ideal for someone who thrives in a fast-paced, dynamic environment and enjoys working at the intersection of strategy, execution, and customer obsession.
📋 Key Responsibilities
✅ Bring new data products to market by working within existing accounts to uncover and activate high-value opportunities
✅ Partner closely with account owners and cross-functional teams to collaborate on relationships already in place, helping customers discover new use cases and expand value
✅ Lead the entire expansion sales motion—from stakeholder mapping and needs discovery to solution development and deal closure
✅ Collaborate with the founder and product teams to iterate on messaging, refine positioning, and surface feedback that informs roadmap and strategy
✅ Stay embedded in key accounts through renewals, workshops, advisory sessions, and expansion opportunities
✅ Travel frequently across EMEA and the US (up to 50%) to meet with clients, participate in events, and host executive briefings
ASSUMPTION: This role involves a significant amount of travel and requires strong time management and organizational skills to balance customer relationships, internal collaboration, and strategic planning.
🎯 Required Qualifications
Education: Bachelor's degree in Business, Marketing, or a related field (or equivalent experience)
Experience: 8+ years in enterprise SaaS sales, ideally selling data, compliance, fraud, or AI products into financial institutions, FinTechs, or crypto companies
Required Skills:
- Proven track record of scaling $2.5M in under 12 months for a new product
- Experience working within existing customer relationships to land new product lines and drive expansion revenue
- Strong comfort with technical concepts and data products
- Exceptional executive presence, curiosity, listening skills, and comfort navigating ambiguity
- Builder's mindset—enjoys shaping the GTM playbook, not just executing one
Preferred Skills:
- Experience working with blockchain data or threat intelligence
- Fluency in multiple languages
ASSUMPTION: While not explicitly stated, experience in enterprise SaaS sales and a strong understanding of data products are crucial for success in this role. Familiarity with the financial services industry and its regulations would also be beneficial.
💰 Compensation & Benefits
Salary Range: $150,000 - $200,000 per year (AI estimate based on experience level and industry standards)
Benefits:
- Health, dental, and vision insurance
- 401(k) plan with company match
- Unlimited PTO
- Parental leave
- Professional development opportunities
Working Hours: Full-time (40 hours/week) with flexible hours and remote work arrangement
ASSUMPTION: The salary range is an estimate based on industry standards for a similar role. The actual salary may vary depending on the candidate's experience and negotiation skills.
📌 Applicant Insights
🔍 Company Context
Industry: Information Services, specifically focused on blockchain intelligence and anti-financial crime solutions
Company Size: 201-500 employees (as of 2025)
Founded: 2018
Company Description:
- TRM Labs is a blockchain intelligence company committed to fighting crime and creating a safer world
- Leverages blockchain data, threat intelligence, and advanced analytics to empower governments, financial institutions, and crypto businesses to combat illicit activity and global security threats
- Offers products and services such as blockchain analytics, transaction monitoring, and crypto compliance solutions
Company Specialties:
- Anti-money laundering
- Blockchain analysis
- Transaction monitoring
- Crypto compliance
- Blockchain forensics
- Sanctions compliance
Company Website: trmlabs.com
ASSUMPTION: TRM Labs is a growing company with a strong focus on innovation and customer success. Its mission-driven approach and commitment to fighting financial crime make it an attractive place to work for professionals seeking to make a real-world impact.
📊 Role Analysis
Career Level: Mid to Senior-level role, ideal for experienced sales professionals looking to drive strategic growth within existing accounts
Reporting Structure: This role reports directly to the founder and works closely with product, marketing, and customer success teams
Work Arrangement: Remote (EMEA & US) with frequent travel (up to 50%) required
Growth Opportunities:
- Potential to grow into a leadership role as the company expands its enterprise customer base
- Opportunities to shape the company's go-to-market strategy and product roadmap
- Chance to work alongside top experts in the field and learn continuously
ASSUMPTION: This role offers significant growth potential for the right candidate, with opportunities to shape the company's strategy and make a meaningful impact on its success.
🌍 Location & Work Environment
Office Type: Remote-first company with no physical office locations
Office Location(s): N/A (remote work only)
Geographic Context:
- TRM Labs operates globally, with a strong presence in the United States and EMEA regions
- This role requires frequent travel across EMEA and the US (up to 50%) to meet with clients, participate in events, and host executive briefings
- The role is remote, allowing for flexibility in work hours and location
Work Schedule: Full-time (40 hours/week) with flexible hours and the ability to work asynchronously with global teams
ASSUMPTION: The remote work arrangement and flexible hours allow for a better work-life balance, while frequent travel is required to maintain strong customer relationships and drive strategic growth within existing accounts.
💼 Interview & Application Insights
Typical Process:
- Online application and resume screening
- Phone or video call with the hiring manager
- In-depth behavioral and situational interviews with cross-functional stakeholders
- Final interview with the founder
- Background check and offer extension
Key Assessment Areas:
- Sales strategy and execution
- Customer relationship management
- Technical product knowledge
- Communication and presentation skills
- Problem-solving and adaptability
Application Tips:
- Tailor your resume and cover letter to highlight your experience in enterprise SaaS sales, data products, and customer relationship management
- Prepare examples of your past sales successes, especially those involving new product launches and expansion within existing accounts
- Demonstrate your understanding of the blockchain and cryptocurrency industries, as well as the specific challenges faced by financial institutions and FinTechs
- Showcase your ability to navigate ambiguity and adapt to changing market conditions
ATS Keywords: Enterprise SaaS Sales, Data Products, Compliance, Fraud, AI, Financial Institutions, FinTechs, Customer Relationships, Sales Strategy, Technical Concepts, Executive Presence, Listening Skills, Problem Solving, GTM Playbook, Collaboration, Communication
ASSUMPTION: TRM Labs uses an Applicant Tracking System (ATS) to manage its recruitment process. Including relevant keywords in your resume and application materials can help ensure your application is seen by the right people.
🛠️ Tools & Technologies
- Salesforce or similar CRM software
- Microsoft Office Suite (Word, Excel, PowerPoint)
- Google Workspace (Gmail, Google Drive, Google Docs)
- Video conferencing tools (Zoom, Google Meet)
- Project management tools (Asana, Trello)
ASSUMPTION: TRM Labs uses industry-standard tools and technologies to support its sales and operations. Familiarity with these tools is expected, and proficiency in sales-specific software is a plus.
👔 Cultural Fit Considerations
Company Values:
- Impact-Oriented Trailblazer – Put customers first, drive for speed, focus, and adaptability
- Master Craftsperson – Prioritize speed, high standards, and distributed ownership
- Inspiring Colleague – Value humility, candor, and a one-team mindset
Work Style:
- Fast-paced and dynamic, with a strong focus on collaboration and customer success
- Remote-first company with a global team, requiring strong communication and time management skills
- Data-driven and customer-centric, with a commitment to continuous learning and improvement
Self-Assessment Questions:
- Do you thrive in fast-paced, high-impact environments and enjoy working at the intersection of strategy, execution, and customer obsession?
- Are you comfortable navigating ambiguity and adaptable to changing market conditions?
- Do you have strong communication skills and the ability to build and maintain strong customer relationships?
- Are you passionate about helping financial institutions realize entirely new outcomes with TRM’s intelligence platform?
ASSUMPTION: TRM Labs values candidates who are passionate about its mission, comfortable working in a fast-paced environment, and committed to driving customer success through strategic sales and collaboration.
⚠️ Potential Challenges
- Frequent travel requirements (up to 50%) may impact work-life balance
- Navigating complex customer relationships and stakeholder dynamics within existing accounts
- Keeping up with the fast-paced nature of the blockchain and cryptocurrency industries
- Balancing strategic planning and execution while maintaining strong customer relationships
ASSUMPTION: These challenges require strong time management, organizational skills, and the ability to adapt to changing priorities and market conditions.
📈 Similar Roles Comparison
- This role differs from traditional sales positions in its focus on strategic growth within existing accounts, rather than new customer acquisition
- It requires a strong understanding of data products, technical concepts, and the specific challenges faced by financial institutions and FinTechs
- Career path comparison: This role offers significant growth potential, with opportunities to shape the company's go-to-market strategy and product roadmap
ASSUMPTION: This role is unique in its focus on strategic growth within existing accounts and requires a specific skill set and mindset to succeed.
📝 Sample Projects
- Developing and executing a strategic sales plan for a major financial institution, resulting in a $2M expansion within the first year
- Collaborating with the product team to refine messaging and positioning for a new data product, leading to a successful launch and rapid adoption within existing accounts
- Hosting an executive briefing for a group of C-level executives, showcasing TRM's latest innovations and driving a significant increase in customer engagement
ASSUMPTION: These sample projects demonstrate the strategic, customer-focused, and collaborative nature of the Global Strategic Account Director role at TRM Labs.
❓ Key Questions to Ask During Interview
- Can you describe the company's strategy for expanding its footprint within existing enterprise accounts?
- How does the team collaborate with account owners and cross-functional stakeholders to uncover high-value opportunities and drive strategic growth?
- What are the key challenges faced by financial institutions and FinTechs in the current market landscape, and how does TRM Labs help address these challenges?
- How does the company support the professional development and growth of its employees, especially those in strategic roles like this one?
- What are the key performance indicators (KPIs) used to measure success in this role, and how are they tracked and reported?
ASSUMPTION: Asking these questions demonstrates your interest in the role and its strategic importance to the company's success. It also shows that you have thought critically about the challenges and opportunities presented by the position.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through this link
- Tailor your resume and cover letter to highlight your experience in enterprise SaaS sales, data products, and customer relationship management
- Prepare examples of your past sales successes, especially those involving new product launches and expansion within existing accounts
- Demonstrate your understanding of the blockchain and cryptocurrency industries, as well as the specific challenges faced by financial institutions and FinTechs
- Follow up with the hiring manager one week after submission, inquiring about the status of your application and expressing your continued interest in the role
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
