Sales Account Director - France (Public Sector)
TRM Labs
We believe that a blockchain-based global economy can improve the lives of billions of people.
At TRM, we're on a mission to build trust in digital assets, because the promise of crypto is too valuable to be impeded by bad actors. We provide a blockchain intelligence platform to law enforcement, financial institutions, and crypto firms to assist in the detection and prevention of cryptocurrency fraud and financial crime. Our vision is to build a company that can sustainably deliver on our mission for decades to come, enabling consumers to transact safely and securely on the blockchain.
The Sales Account Director for France Public Sector will join a team driving TRM’s crypto go-to-market strategy in the French market. Their goal will be to increase and strengthen our foothold in the space. We're looking for a customer-obsessed, consultative salesperson to own the entire sales process with new and existing customers. This person will be knowledgeable about the cryptocurrency ecosystem and feel comfortable navigating complex processes to close six and seven figure deals.
Responsibilities:
- 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
- Prospecting - 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
- 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 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 sales process from demonstrations to trial to customer advisory sessions to innovation workshops
- Customer advocacy - Pro-actively 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
Preferred Qualifications:
- 5+ years of B2G SaaS sales experience with a demonstrated ability to consistently deliver against net new sales targets.
- Strong customer-facing presentation/listening skills with the aptitude to establish credibility with senior financial and compliance executives.
- Natural storyteller with the capacity to understand customer needs and convey compelling value propositions.
- Exceptional communication and problem-solving skills.
- Strong knowledge of cryptocurrencies, digital assets, and/or blockchains.
- Familiarity with regulatory initiatives and changes related to cryptocurrency; understanding of Anti-Money Laundering (AML) and Know Your Customer (KYC) regulatory frameworks.
- Previous experience working in a fast-paced, growing startup environment.
- Experience selling throughout France’s Public Sector agencies.
Our Culture
Culture at TRM isn't a buzzword; it's our daily ethos. Our culture is defined by how we make decisions, how we execute, and how we treat each other. We've distilled our culture into 18 leadership principles, grouped into three categories:
- Impact-Oriented Trailblazer: When making decisions, we put customers first, use 80/20 to drive speed & focus, and adapt quickly to new information.
- Master Craftsperson: In execution, we prioritize speed, high standards, and distributed ownership.
- Inspiring Colleague: As teammates, we value humility, candor, and a one-team mindset.
Building a Career
Joining TRM means being part of a mission-driven team. Our diverse team comprises industry leaders, from crypto experts to machine learning pioneers. At TRM, you'll experience:
- Purpose and Mission: Your work has 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
Being part of TRM means embracing:
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Remote First: Our headquarters 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.
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Asynchronous Communication: Clear communication is key in our decentralized setup. With team members in various time zones, we've mastered asynchronous communication with tools like Slack, Loom, and voice notes. We document meetings and decisions, promoting transparency and efficiency.
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High Ownership: 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 be available for meetings during standard working hours in their country, balancing personal schedules and team needs.
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TRM Speed: Our customers rely on TRM in active investigations — from cyberattacks to terrorist financing. 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, ensuring we're always moving forward and adapting to changes.
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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.
Benefits and Perks
At TRM, we know that supporting our team members can take many forms. Our goal is to enable you to care for yourself, your family, and your community while eliminating stress through our diverse and curated benefits package for full-time employees.
- Remote-first work environment
- Regular team off-sites and retreats
- Competitive salaries and stock options
- Premium health, dental, and vision insurance
- FSA, HSA, and 401K programs
- Life & disability coverage
- Generous paid time for vacation, volunteering, sick leave, and parental leave
- Fitness, co-working, and home office reimbursements
- Fertility, professional coaching, and mental health resources
Join Us
Considering TRM? You're not just joining a company; you're joining a mission. Work alongside diverse, globally-minded colleagues and make a positive impact daily. We hope to have you on board as we strive for a safer financial system for all.
We encourage you to reach out even if your experience doesn't precisely match the job description. Do not 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. Join us!