trm-labs - Account Director , EMEA (Crypto)
Requirements
• At least 6+ years of experience selling SaaS products, or 2 years’ experience accompanied with expert customer domain and mission knowledge and a background in consulting. • Experience with virtual currencies, applications, and their use in financial networks. • Strong knowledge of crypto-native organizations as well as their workflows, procurement processes, and organizational structures, particularly in EMEA. • Strong customer-facing presentation/listening skills with the ability to establish credibility with senior executives. • Familiarity with the European AML regulatory framework (e.g., 5AMLD, MiCA, FATF guidelines) and its application in financial institutions and fintechs. • A knack for storytelling—you understand customer needs and can build and convey compelling value propositions. • Ability to operate a large volume of accounts that develop quickly. • 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, move fast, and get things done. • Excellent communication skills to convey complex ideas effectively. • Collaborative—you thrive working cross-functionally and across diverse cultures and organizational levels.
Responsibilities
• Connect with current and net new key stakeholders within your EMEA territory and identify what matters to them: potential mission applications, budget holders, decision-makers, influencers, and process owners. • Spearhead the implementation of blockchain intelligence into customer workflows, driving towards an intimate understanding of how EMEA customers apply TRM’s tooling and data to proactively improve their success. • Own, plan, execute, and/or quarterback activities to nurture client relationships, feedback loops, referrals, renewals, upsells, cross-sells, and expansions. • Create and execute strategic plans for your territory to ensure company goals are met across key revenue and churn metrics while also uncovering new growth opportunities in diverse EMEA markets. • Hone TRM product and customer vertical subject matter expertise to enrich every stage of the sales process—from demonstrations to trials to customer advisory sessions and innovation workshops. • Proactively gather and prioritize customer feedback and champion it within TRM. • Develop a roster of happy customers across the region who will refer new prospects, champion TRM, and provide crucial feedback.
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