Account Director, Financial Institutions - APAC

The Sales Account Director for Financial Institutions will join a team driving TRM’s go-to-market strategy in the APAC market. Their goal will be to expand and strengthen our foothold in the region. 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 blockchain intelligence discipline within APAC Financial Institutions, and feel comfortable navigating complex regional private sector processes to close six- and seven-figure deals.

The impact you will have:

• Connect with current and net-new key stakeholders within your APAC territory, identifying what matters to them, their potential mission applications, who holds budgets, who makes decisions, who influences decisions, and who owns which process.
• Spearhead the implementation of blockchain intelligence into customer workflows for the first time, driving toward a deep understanding of how TRM’s tools and data support financial institutions' objectives across regulatory compliance, fraud, and financial crime teams.
• Own, plan, execute, and/or quarterback activities to nurture prospects and existing client relationships, create feedback loops, and generate opportunities for 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—and that new growth opportunities are discovered and pursued.
• 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 to innovation workshops.
• Proactively gather and prioritize customer feedback and champion it within TRM.
• Develop a roster of happy customers who refer new prospects, champion TRM, and provide crucial feedback.

What we’re looking for:

• At least 8+ years of experience selling SaaS products into APAC-based Financial Institutions, or 4 years experience accompanied with expert customer domain and mission knowledge.
• Strong knowledge of regional banking workflows, procurement norms, and organizational dynamics across APAC financial institutions is a firm requirement.
• Strong customer-facing presentation and listening skills with the ability to establish credibility with senior executives and compliance decision-makers.
• Familiarity with regional AML regulatory frameworks and key Digital Asset compliance developments.
• A knack for storytelling: You can understand customer needs and build + convey compelling value propositions across diverse regulatory and commercial environments.
• Hunter & Farmer mindset: You find excitement both in forging new customer relationships, as well as building long-term client relationships, identifying new use cases, obsessing over customer success, meeting new stakeholders within accounts, and closing deals.
• Adaptable: Goals can shift quickly in new markets—you anticipate and respond rapidly.
• Autonomous: You own your work, move fast, and deliver results.
• Excellent communicator: You convey complex ideas effectively, across cultural and regulatory contexts.
• Collaborative: You thrive in cross-functional teams and build rapport at all levels of an organization.
• Experience with virtual currencies, blockchain applications, and their use in Asian financial networks is a plus.
• Language skills: Fluency in English is a must have, additional asian language skills would be a bonus.
• Travel: Expect to travel up to 2-3 times per month, short regional trips.

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 organisation. Above all, we prioritise our customers' missions, and this dedication is reflected in every aspect of our TRM life

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.