Summary

Company Information

TRM is on a mission to build a safer financial system for billions of people. We deliver a blockchain intelligence data platform to financial institutions, crypto companies, and governments to fight cryptocurrency fraud and financial crime. We consider our business — and our profit — as a way to move towards our mission sustainably and at scale.

Role Information

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, etc.

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, etc.

Build and deliver demos to new and existing customers.

Nurturing - Own, plan, execute, and/or quarterback activities to nurture client relationships, feedback loops, referrals, renewals, upsells, cross-sells, expansions, etc.

Manage key relationships w/ IRS & other financial agencies as a trusted advisor

Write client proposals (sometimes, from scratch) and negotiate contracts / SOWs. You own cradle-to-grave account management activities in this role and no task is too small or too large.

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.

Put together GTM plan for TRM's approach to the IRS and other financial agencies.

Determine key revenue metrics.

Monitor customer usage, detect meaningful trends, and execute strategically on those trends.

Develop, maintain, and report against an ongoing pipeline of strategic opportunities to ensure achievement of account management targets.

Product & subject matter expertise - Hone TRM product & customer vertical subject matter expertise to enrich every stage of the post-sales process from demos to customer advisory sessions to innovation workshops, etc.

Shape product (data, UI, API, professional services) roadmap to align to The IRS’s priorities.

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, provide crucial feedback, etc.

Influence - Champion TRM and expand its mindshare across current and prospective customers in the tax space.

Contribute to global thought-leadership around tax issues

Identify training needs within the IRS and develop relevant training content

Identify & source relevant tax conferences for TRM to have a presence at and speak at those events

Qualifications

At least 8+ years of experience selling SaaS products into federal agencies

Strong knowledge of IRS-CI and IRS Civil is a firm requirement as well as other financial agencies and their workflows

Strong customer-facing presentation/listening skills with the ability to establish credibility with senior financial executives

Familiarity with Anti-Money Laundering (AML) regulatory framework

A knack for storytelling. You have the ability understand customer needs and build + convey compelling value propositions

Farmer. You find excitement or fulfillment through developing meaningful client relationships, identifying new use cases, obsessing over customer happiness, meeting new contacts within accounts, and closing deals

Adaptable. Goals can change fast. You anticipate and react quickly

Autonomous. You own what you work on. You move fast and get things done

Excellent communication. You will need to communicate complex ideas effectively

Collaborative. You must work collaboratively in a cross-functional team and with people at all levels in an organization

Experience with virtual currencies, applications, and their use in financial networks is a plus

Life at TRM Labs

Our Principles

TRM's culture is shaped by how we make decisions, how we execute, and how we treat each other

Impact-Oriented Trailblazer: We put customers first, driving for speed, focus, and adaptability.

Master Craftsperson: We prioritize speed, high standards, and distributed ownership.

Inspiring Colleague: We value humility, candor, and a one-team mindset.

Build a Career

Joining TRM means being part of a mission-driven team comprised of industry leaders.

At TRM, you'll experience:

Purpose: Have a real-world impact, from disrupting terrorist networks to returning stolen funds.

Growth: Professional advancement opportunities through clearly defined career pathways and biannual performance reviews.

Ownership: Take pride in your work. Have a large breadth and scope of contributions and impact.

Work Environment

Remote First: Our headquarters is online but we highly value in-person interactions, organizing regular meetups and offsites for team building.

Async Communication: Clear communication is key in our decentralized setup. We use tools such as Slack, Notion, and Loom, to promote transparency and efficiency.

High Ownership: Small teams drive big goals at TRM with ownership, responsibility, and a direct impact. There's no strict clocking in or out. Team members are trusted to balance personal schedules with team needs.

TRM Speed: 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 emphasizes quick wins, rapid iterations, and constant feedback.

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 with a diverse and curated benefits package for full-time employees.

Remote-first work environment

Regular team offsites 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, holidays, and parental leave

Fertility, professional coaching, and mental health resources

Join Us

We are looking for team members who love building from the ground up and want to work hard in a fast-paced and ambitious environment. We are remote-first, with exceptionally talented team members located around the world. If you like solving tough problems quickly and seeing your work improve the lives of billions of people, we want you at TRM.

We encourage you to reach out even if your experience doesn't precisely match the job description. Don't 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.