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Head of Sales, US Financial Institutions

New York Metro Area

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.

The Head of Sales, US Financial Institutions will lead TRM’s go-to-market strategy for Banking and Financial Institution customers across North America. This leader will oversee a team of Account Directors driving deep engagement within the US Private Sector market — accelerating revenue growth, expanding TRM’s presence within major financial institutions, and elevating our expertise in stablecoins and financial crime risk management.

We’re looking for a strategic, customer-obsessed sales leader who can blend operational excellence with market vision — building scalable systems, developing high-performing teams, and driving impact in a fast-moving environment. This individual will be fluent in the financial institutions ecosystem, capable of navigating complex procurement, compliance, and partnership structures to close multi-million-dollar enterprise deals.

The impact you will have:

  • Scale TRM’s Financial Institution Business: Build and execute a strategic sales plan to achieve ~$6M in annual revenue, expand share of wallet within key accounts, and position TRM as the trusted partner of choice for blockchain intelligence across the FI ecosystem.
  • Lead and Develop a High-Performing Team: Recruit, coach, and enable Account Directors focused on Financial Institutions; shorten ramp time, raise product fluency, and ensure consistent quota attainment.
  • Strengthen TRM’s Market Presence: Deepen relationships with executive stakeholders across banking, payments, and compliance; champion TRM’s insights through thought leadership and customer advisory engagement.
  • Drive Operational Excellence: Build repeatable sales motions and scalable infrastructure for pipeline management, forecasting, and RFP response — sustaining TRM Speed while ensuring discipline and precision.
  • Partner Cross-Functionally: Work with Marketing, Product, and Customer Success to align market feedback, shape GTM initiatives, and accelerate product adoption across the Financial Institutions segment.

What we’re looking for:

  • 10+ years of enterprise SaaS sales experience, including 5+ years leading teams selling into large North American Financial Institutions.
  • Proven track record of consistently exceeding $5M+ annual revenue targets in highly regulated or compliance-driven markets.
  • Deep knowledge of Financial Institution operations, procurement processes, and decision-making hierarchies; ability to navigate complex buying centers.
  • Expertise in financial crime, AML, sanctions, or compliance technology strongly preferred; stablecoin fluency a plus.
  • Demonstrated leadership excellence — motivating teams through clarity, accountability, and urgency.
  • Strong communicator and storyteller who can translate technical capability into strategic value for C-suite stakeholders.
  • Highly adaptable, self-directed, and data-driven, with the ability to operate effectively in dynamic, high-growth environments.
  • Collaborative mindset with proven success working cross-functionally to close strategic, multi-stakeholder deals.

About the Team:

  • The North America Private Sector team operates with a high-performance mindset grounded in collaboration, ownership, and urgency. We share competitive insights, deal strategies, and customer learnings freely — accelerating collective success. We communicate primarily through Slack, meet weekly for 1:1s and team syncs, and join monthly Pod sessions with our extended GTM organization.
  • 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 Enablement: Reduce new rep time-to-ramp below the GTM average through hands-on coaching and systems thinking.
  • Accelerated Pipeline Generation: Develop and launch at least two targeted sales campaigns per quarter, focused on Banking and FI pipeline acceleration.
  • Operational Rigor: Maintain sub–1-week RFP response turnaround and consistent forecasting accuracy across your team.
  • Customer Impact: Deliver at least two net new FI client wins within the first six months through strategic, high-quality execution.

 

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.

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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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