Head of Sales, US Financial Institutions

Head of Sales, US Financial Institutions TRM Labs is a blockchain intelligence company committed to fighting crime and creating a safer world. By leveraging blockchain data, threat intelligence, and advanced analytics, our products empower governments, financial institutions, and crypto businesses to combat illicit activity and global security threats. At TRM, you'll join a mission‑driven, fast‑paced team made up of experts in law enforcement, data science, engineering, and financial intelligence, tackling complex global challenges daily. Whether analyzing blockchain data, developing cutting‑edge tools, or collaborating with global organizations, you'll have the opportunity to make a meaningful and lasting impact. 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. Impact and Responsibilities 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. Qualifications 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 Labs 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. Accelerate your Career Work alongside top experts and learn every day. Embrace a growth mindset with development opportunities tailored to your role. Take on high‑impact challenges in a fast‑paced, collaborative environment. Thrive in a culture of coaching, where feedback is fast, direct, and built to help you level up. What to Expect at TRM TRM moves fast—really fast. We know a lot of startups say that, but we mean it. We operate with urgency, ownership, and high standards. As a result, you’ll be joining a team that’s highly engaged, mission‑driven, and constantly evolving. To support this intensity, we’re also intentional about rest and recharge. We offer generous benefits, including PTO, Holidays, and Parental Leave for full‑time employees. The Stakes Are Real Jumping online after hours to support urgent government requests tracing ransomware payments. Delivering actionable insights during terrorist financing investigations. Collaborating across time zones in real time during a major global hack. Building new processes in days, not weeks, to stop criminals before they cash out. Analyzing blockchain data to recover stolen savings and dismantle trafficking networks. Thrive as a Global Team We cultivate a strong remote culture through clear communication, thorough documentation, and meaningful relationships. We invest in offsites, regional meetups, virtual coffee chats, and onboarding buddies to foster collaboration. By prioritizing trust and belonging, we harness the strengths of a global team while staying aligned with our mission and values. 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. Privacy Policy By submitting your application, you are agreeing to allow TRM to process your personal information in accordance with the TRM Privacy Policy. We do not discriminate on the basis of any protected group status under any applicable law. #J-18808-Ljbffr