Sr. Strategic Account Director

BUILD A SAFER WORLD. TRM Labs provides AI-powered intelligence solutions that help public and private sector agencies investigate and disrupt crime. TRM's platforms enable investigators to trace illicit activity, build cases, and construct operating pictures of threat networks. Leading agencies and businesses worldwide rely on TRM to make the world safer and more secure. As a Snr. Strategic Account Director at TRM, you will own the relationship and the revenue for several of our largest global banking accounts, helping their teams detect and disrupt financial crime. You will set account strategy, navigate the bank from the inside, and grow what TRM does across the institution. TRM is distributed, not distant, and this role is built for someone who uses AI to move faster and sell smarter. The impact you will have: - Grow several Tier-1 banking accounts from six to seven figure deals toward multi-million dollar annual relationships by tying TRM's intelligence to each business line's priorities, using AI to map buying committees, budget holders, and internal triggers before your first meeting. - Expand TRM's footprint inside your accounts beyond the team you start with, using AI-assisted account maps and your own network to find the right sponsor in each. - Own the full sales cycle from first conversation to signed contract, using AI-drafted account plans and call prep that you sharpen with your own judgment. - Build and maintain at least 3x qualified pipeline across your accounts, and use AI summaries of Gong calls to see what converts and fix what does not. - Partner with Sales Architects and Deployment Strategists on demos and proofs of value, turning discovery notes into tailored value narratives with AI. - Keep an accurate weekly forecast, with CRM and pipeline hygiene automated through AI workflows you build and share with the team. - Bring first-hand customer and competitive insight to Product and Research so the roadmap reflects what US customers need. What we’re looking for: - 6+ years of experience in global banking or financial services, ideally at one or more tier-1 institutions - A background in areas such as innovation, asset management, payments, or compliance, with a record of owning or influencing large, multi-stakeholder purchasing decisions. Product and compliance knowledge can be learned; your network and your ability to navigate the institution are what we need. - Daily use of AI in your selling workflow, with concrete examples of time or revenue gained. - Experience running complex, multi-threaded deals with executive buyers at large banks, using AI to prepare and follow up with precision. - Rigorous qualification and forecast discipline, including MEDDPICC, supported by AI-assisted pipeline hygiene. - Credible, clear communication with senior executives, in person and virtually. - Based in the United States, with willingness to travel for customer meetings. About the Team: - You will join a team of quota-carrying Account Directors who each focus on one or two of TRM's largest accounts. - The team is fast-paced, positive, and collaborative, with shared pipeline insight and open sharing of what works and which AI plays are landing. - The work is hard in a useful way: senior buyers, long cycles, and large, multi-stakeholder deals. - You will work with Sales Architects, Deployment Strategists, Product, Research, and RevOps, who move quickly to support your deals. Team Operating Rhythms: - Distributed, not distant: the team works across US time zones with a shared core overlap. - Slack is the center of day-to-day communication. @mention colleagues for timely responses. - Weekly 1:1 with your manager, plus a weekly pipeline and forecast review. HM to confirm cadence. - Company-wide all-hands and founder Q&A sessions keep everyone connected to the mission. Required online and collaboration hours: - Schedule: Core overlap of 10:00 AM to 4:00 PM in your US time zone, Monday to Friday. HM to confirm. Travel Requirements: - Schedule: Customer meetings, industry events, and team gatherings. - Frequency: Up to 25%. HM to confirm. Onsite Requirements: - Schedule: Remote and distributed, with in-person customer meetings as part of travel.. Learn about TRM Speed in this position: - Within your first 30 days, you map the business lines, sponsors, and buying committees in each of your Diamond accounts and have an AI-assisted account plan for each, so pipeline builds before onboarding ends. - When a customer asks for an urgent executive briefing late on a Thursday, you prepare with AI-generated account research and deliver a tailored briefing within 24 hours. - When an RFP lands with only a few days to respond, you rally Sales Architects and Deal Desk to deliver a high-quality response on time. APPLICATION INSTRUCTIONS If you’re interested in joining TRM, we encourage you to apply directly. Every application is reviewed by our Talent team. Before applying, review the job description carefully and highlight the experience and impact that best demonstrate the required qualifications. Please also provide thoughtful and accurate answers to the application questions, as these will be used to evaluate your skills and qualifications for the role. If you send your resume directly to someone at TRM, we can’t guarantee it will reach the appropriate hiring team. Applying directly is the best way to ensure your application will be considered. INTERVIEWING WITH TRM Our process is designed to understand how you think, solve problems, and deliver impact, while allowing you to evaluate TRM. Most interview processes include a case study, an AI skills assessment, and a Leadership Principles interview. - Recruiter Intro: Qualifications, motivations, and alignment with the role. - Hiring Manager: Deep dive into your relevant experience, skills, and impact. - First Round: 1–2 interviews focused on the skills most critical to the role. - Final Round: Hands-on case study. This is usually a panel-style session where we go deeper into your craft, problem-solving, and alignment with TRM. - References: Former colleagues who can provide insight into your work and impact. - Offer: Congrats! Your recruiter will present the offer and compensation details. - Welcome to TRM: We're excited to build a safer world with you! Your recruiter will share your specific interview plan and preparation guidance along the way. AI FLUENCY AT TRM AI fluency is a baseline expectation at TRM. We believe AI meaningfully changes how top performers operate. We expect every team member to use AI to accelerate and reimagine their craft, not just automate surface tasks. At TRM, AI fluency means you are among the top 10 percent of operators in your function in how you apply AI to: - Accelerate repeatable workflows - Structure and solve problems - Improve output quality - Increase speed and leverage You will be evaluated on applied AI fluency during the interview process. LIFE AT TRM We are building a safer world. That promise shows up in how we work every day. TRM moves FAST. We are a high-velocity, high-ownership team that expects clarity, follow-through, and impact. People who thrive here are energized by hard problems, experimentation, and continuous feedback. If something takes months elsewhere, it will ship here in days. Our work sits at the intersection of AI, national security, and fighting crime. The problems are complex, the stakes are real, and the environment evolves quickly. The pace and intensity of the work reflect the importance of the mission. As a result, the way we operate requires a high level of ownership, adaptability, collaboration, and creative problem-solving. At TRM, you should expect: - Priorities and targets to change quickly - Operating with a high degree of ambiguity - A high level of personal ownership and accountability - Close collaboration across teams and functions - Frequent, high-touch communication - Creative problem-solving and out-of-the-box thinking - A pace that rewards urgency, adaptability, and outcomes This environment is energizing for people who enjoy building, solving hard problems, and making progress in situations that are not always fully defined. It also requires thriving in ambiguity, adjusting course as new information emerges, and maintaining focus and positivity in a fast-moving and intense environment. We also recognize that this style of operating is not for everyone. If you are primarily optimizing for predictability or a consistently balanced workload, we encourage you to use the interview process to pressure-test whether this environment is truly the right fit. We want teammates who thrive here, not just survive here. If you are excited by meaningful problems, motivated by ambitious goals, and energized by working alongside mission-driven colleagues, there is a good chance you will find TRM to be an exceptional place to grow and contribute. LEADERSHIP PRINCIPLES We hire and grow against three leadership principles. They’re the standards for how we operate, treat each other, and make decisions. - Impact-Oriented Trailblazer: We put customers first and move with speed, focus, and adaptability. We treat every plan like an experiment – test, ship, measure, and iterate quickly. - Master Craftsperson: We care deeply about our craft. We balance speed with high standards, own outcomes end‑to‑end, and invest in getting better everyday. - Inspiring Colleague: We add clarity and energy, not noise. We bring humility, candor, and a one‑team mindset — giving and receiving feedback to make the team stronger. JOIN OUR MISSION At TRM, we care deeply about our craft. We are looking for individuals who want their work to matter, who experiment with speed and rigor, and who take pride in building a safer world for billions of people. If you’re excited by TRM’s mission but don’t check every box, we encourage you to apply — we hire for slope, judgment, and the will to learn fast. TRM is a Series C company with $220M in total funding, backed by Goldman Sachs, Bessemer, Y Combinator, Thoma Bravo, and others. Headquartered in San Francisco, TRM operates as a distributed-first company with hubs in Los Angeles, San Francisco, New York, Washington D.C., London, and Singapore. PRIVACY POLICY AND ADDITIONAL INFORMATION By submitting your application, you agree to allow TRM Labs to process your personal information in accordance with our Privacy Policy https://www.trmlabs.com/policies/privacy-policy. We collect the information you provide (such as your resume, work history, and contact details) solely for the purpose of evaluating your candidacy for current and future roles at TRM. Because our hiring cycles for certain positions may span 24 to 36 months, we retain your personal information for up to 36 months from the date of your application. After that period, your data is deleted unless a different retention period is required or permitted by law. If you are located in the European Economic Area, the United Kingdom, or another jurisdiction with applicable data protection laws, you have the right to access, correct, or request deletion of your personal data at any time before that period ends. To exercise any of these rights, contact us at privacy@trmlabs.com. To notify TRM Labs that you believe this job posting is non-compliant, please submit a report through this form https://docs.google.com/forms/d/e/1FAIpQLSc6e8jRCl2cQwgIzXLpIGQXtwvMQh__TcokvO2toAAkT44A6Q/viewform?usp=dialog. No response will be provided to inquiries unrelated to job posting compliance. The use of AI tools of any kind (including but not limited to notetakers, interview assistants, and real-time coaching tools such as Otter.ai, Fireflies, Fathom, Cluey, or similar) during TRM interviews is not permitted without prior approval from TRM. TRM uses its own inter…