Note: The job is a remote job and is open to candidates in USA. TRM Labs is a company that provides blockchain analytics and AI solutions for law enforcement and national security agencies. They are seeking an Account Director to drive their crypto go-to-market strategy for the Department of Justice and other Federal Law Enforcement customers, focusing on increasing their market presence and managing customer relationships.
Responsibilities
- Account Mapping - Connect with all the current key stakeholders within the DOJ as well as Federal Law Enforcement 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
- Prospecting - Discover new stakeholders within the DOJ 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
- Nurturing - Own, plan, execute, and/or quarterback activities to nurture client relationships, feedback loops, referrals, renewals, upsells, cross-sells, expansions
- Account Planning - Create and execute strategic plans for the DOJ to not only ensure company goals are met across key revenue and churn metrics, but also new growth opportunities are discovered and pursued
- Product and Subject Matter Expertise - Hone TRM product and customer vertical subject matter expertise to enrich every stage of the sales process from demonstrations to trial to customer advisory sessions to innovation workshops
- Customer Advocacy - Proactively gather and prioritize customer feedback and champion it within TRM
- Loyalty - Develop a roster of happy customers that will refer new prospects, champion TRM, and provide crucial feedback
Skills
- At least 8+ years of experience selling SaaS products into Federal Law Enforcement agencies
- Strong knowledge of the DOJ and Federal Law Enforcement accounts and their workflows
- Knows government contracting and has a rich set of Partners across Government
- Strong customer-facing presentation/listening skills with the ability to establish credibility with senior DOJ executives
- A knack for storytelling. You have the ability understand customer needs and build + convey compelling value propositions
- Adaptable. Goals can change fast. You anticipate and react quickly
- Autonomous, collaborative and an excellent communicator
Company Overview