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Account Manager, Financial Institutions

Remote

Build to Protect Civilization

TRM is a blockchain intelligence company that’s on a mission to build a safer financial system for billions of people. We’re a lean, high-impact team tackling some of the world’s most critical challenges, ranging from human trafficking and financial fraud to terrorist financing. We are builders who power governments, financial institutions, and crypto companies when the clock is running and the consequences are real. This is why every TRMer is a bet on our future and has the power to change our trajectory.

About the Position

The Account Manager, Financial Institutions will join TRM’s US Private Sector team, focused on protecting and expanding existing customer revenue. This is a fast-paced, high-ownership role managing a large book of accounts that move quickly and require disciplined execution.

The Account Manager owns the post-sale customer relationship, including renewals, expansions, and day-to-day account management. This role partners closely with Sales, Customer Success, Product, and Operations to ensure customers realize ongoing value from TRM’s blockchain intelligence solutions. The ideal candidate is customer-obsessed, highly organized, commercially sharp, and comfortable operating autonomously across a high-volume portfolio.

The impact you will have:

  • Own and manage a book of ~70+ financial institution accounts, serving as the primary point of contact across renewals, expansions, and ongoing engagement
  • Build and maintain trusted relationships with key customer stakeholders, understanding their compliance, risk, and operational priorities
  • Drive renewal execution end-to-end, including discovery, proposal development, pricing, contracting, and close, while maintaining ≥95% Net Revenue Retention
  • Identify and execute upsell and cross-sell opportunities within existing accounts to achieve individual quota targets
  • Ensure customers realize consistent value from TRM’s products by aligning solutions to customer workflows and evolving needs
  • Maintain accurate pipeline, renewal forecasts, and account health tracking in Salesforce and related tools
  • Respond rapidly to customer inquiries and requests (<3 business hours), balancing speed with high-quality, consultative engagement
  • Partner cross-functionally to resolve issues, surface customer feedback, and continuously improve the customer experience
  • Develop a base of satisfied customers who renew consistently, expand over time, and advocate for TRM

What we’re looking for:

  • 3+ years of experience in Account Management, Customer Success, or post-sale SaaS roles, ideally supporting financial institutions
  • Experience managing renewals, expansions, and commercial conversations with quota responsibility
  • Familiarity with financial crime compliance, risk, or related domains (AML, sanctions, KYC), or strong aptitude to ramp quickly
  • Comfort managing a high-volume book of business with competing priorities and tight timelines
  • Strong customer presence with the ability to build trust and credibility across senior and working-level stakeholders
  • Clear, direct communicator who listens actively and drives alignment on next steps
  • Proficient with CRM and sales tooling (e.g., Salesforce); disciplined about pipeline hygiene and forecasting
  • Highly autonomous and accountable; owns outcomes and follows through on commitments
  • Adaptable and resilient in a fast-moving environment where priorities evolve quickly
  • Collaborative team player who works effectively across Sales, CS, Product, and Operations

About the Team:

  • Our team thrives on collaboration, always looking out for each other by sharing opportunities and competitive insights. We actively exchange ideas and strategies to boost each other's sales efforts. Communication is key, and we primarily use Slack, making sure to @mention colleagues for timely responses. Our routine includes weekly 1-on-1 meetings with managers, bi-weekly team meetings, and monthly Pod meetings with the broader support organization. Above all, we prioritize our customers' missions, and this dedication is reflected in every aspect of our TRM life.
  • Our team predominantly operates in the EST timezone, with some members in PST. We start our day around 8:00 am and typically finish after 5:00 pm. While we may work beyond standard hours when necessary, we deeply respect family time and strive not to intrude on it. We're committed to contributing whenever needed, ensuring our team's success isn't confined to a 40-hour workweek.

Learn about TRM Speed in this position:

  • Rapid Opportunity Assessment: You'll swiftly qualify or disqualify opportunities to ensure a strong, future-focused pipeline. Your goal is to add more than $500k in qualified pipeline each month, targeting next quarter and beyond.
  • Sales Campaigns: You'll develop two new sales campaigns each month to accelerate pipeline growth, with a focus on generating in-quarter opportunities.
  • Strategic Sales Planning: You'll regularly update and evaluate a strategic sales plan for all Tier 1 current customers and identify potential Tier 1 prospects on a monthly basis.

 

Life at TRM

We build to protect civilization. That promise shows up in how we work every day.

TRM runs fast. Really fast. We’re a high-velocity team that expects ownership, clarity, and follow-through. People who thrive here are inspired by hard problems, experimentation, direct feedback. If it takes months elsewhere, it often ships here in days. If you are optimizing primarily for consistent work-life balance, use the interview process to pressure-test fit. We want teammates who thrive here, not just survive here.

We coach directly, assume positive intent, and play for the front of the jersey.

Leadership Principles

  • 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.

Want to learn more about how we interview at TRM Labs? Check out more about our leadership principles and hiring process here.

What You’ll Do Here

This work has teeth. At TRM, your week might include:

  • Driving critical investigations that can’t wait for typical business hours.
  • Shipping products in days when others would schedule quarters.
  • Partnering with teams across time zones to deliver insights while the story is still unfolding.
  • Building new solutions from first principles when the playbook doesn’t yet exist.
  • Protecting victims and customers by tracing illicit activity and disrupting criminal networks.

Join our Mission

We look for people who want their work to matter, who build with speed and rigor, and who take pride in protecting others through their craft. If you’re excited by TRM’s mission but don’t check every box, apply anyway. We hire for slope, judgment, and the will to learn fast.

Build to protect civilization. Let’s do it together.

Recruitment agencies

TRM Labs does not accept unsolicited agency resumes. Please do not forward resumes to TRM employees. TRM Labs is not responsible for any fees related to unsolicited resumes and will not pay fees to any third-party agency or company without a signed agreement.

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