Sales Development Representative - Us National Security

TRM Labs TRM Labs' trusted blockchain intelligence allows you to detect and monitor crypto crime and conduct investigations. Learn more.
TRM is on a mission to build a safer financial system for billions of people. We deliver a blockchain intelligence data platform to financial institutions, crypto companies, and governments to fight cryptocurrency fraud and financial crime. We consider our business — and our profit — as a way to move towards our mission sustainably and at scale.
As a Sales Development Representative (SDR) - US National Security, you will play a crucial role in generating and qualifying offices to support the NatSec go-to-market team's efforts in delivering TRM resources to those who need them and, in turn, achieving revenue targets. Your primary responsibilities will include identifying new prospect offices, outbound prospecting, discovering customer needs, acting as an intelligence liaison, and sharing valuable TRM insights and use cases with potential customers in the National Security space. The successful SDR will have previous experiences in similar roles, be a self-starter, be highly motivated and adaptable, and possess excellent communication and interpersonal skills. This is not an entry-level position, as it will require a high level of ownership of a scalable engine to uncover customer needs and how best to meet them.
The impact you will have:
Drive crucial pipeline generation through deep organizational research
Work closely with Account Directors to identify and prioritize prospects
Set target roadmaps to establish key accounts and outbound initiatives
Act as a customer liaison, uncovering needs, sharing intelligence insights, and guiding prospects during the pre-sales process
Operate a scalable growth engine that streamlines and shortens the customer timeline to generate wins via a TRM partnership
What we're looking for:
Candidate must have an active TS clearance or higher
Expert knowledge of US Defense or NatSec organizational structures with 10+ years experience in intelligence or procurement or
3+ years of experience and a track record of success in an SDR/BDR position with a heavy emphasis on pipeline generation in the financial intelligence, cyber threat intelligence, blockchain, or similar defense sector. Support onsite at conferences and customer-facing engagements, primarily on the East Coast ranging from Florida up to Maryland
Preferred: Proficiency in utilizing the following tools: Salesforce, Slack, Google Suite, etc.
Experience in a fast-paced team and growing business, selling enterprise SaaS products
Formal training in outbound sales function via training programs or a degree in Business, Marketing, or Communication
Hunter. You find excitement or fulfillment through developing meaningful client relationships, identifying new use cases, obsessing over prospect needs, meeting new contacts, and framing strategies for success
Adaptable. Goals can change fast. You anticipate and react quickly
Autonomous. You own what you work on. You move fast and get things done
Excellent communication. You will need to communicate complex ideas effectively
Collaborative. You must work collaboratively in a cross-functional team and with people at all levels in an organization
Curious. You're a good listener who asks great questions to drive a deep understanding
Friendly. You're warm and easy to talk to, conveying ideas efficiently and drawing information out of others by helping them feel at ease
Experience with virtual currencies, applications, and their use in financial networks is a plus
About the Team:
Our public sector 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:
Organization: An ability to systematically prioritize and work on a pipeline with 50 to 80 prospects concurrently.
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 Labs Our Leadership Principles are foundational elements of our strategy, guiding how we make decisions, how we treat each other, and how we behave day-to-day.
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.
Build a Career
Joining TRM means being part of a mission-driven team comprised of industry leaders. At TRM, you'll experience:
Purpose and Mission: Have a real-world impact, from disrupting terrorist networks to returning stolen funds.
Inspiring Colleagues: Collaborate with industry leaders and learn something new daily.
Personal Growth: We're not just using technology; we're inventing it and taking category-defining products to market.
Remote First: Our HQ is online. Tools like Zoom and Slack ensure seamless collaboration, but we also value in-person interactions, organizing regular meetups and offsites for team bonding. Clear communication is key in our decentralized setup. With tools like Slack, Loom, and voice notes, we document meetings and decisions, promoting transparency and efficiency.
Ownership & TRM Speed: Small teams drive big goals at TRM. Every team member has significant ownership and responsibility, fostering an environment of initiative and direct impact. While there's no strict clocking in or out, we expect team members to balance personal schedules and team needs. We move "surprisingly fast" while maintaining a high bar in service of our customers and mission. This can feel both intense and rewarding. Our unique approach to projects emphasizes quick wins, rapid iterations, and constant feedback.
Diversity and Inclusion: Diversity at TRM encompasses backgrounds, experiences, and perspectives. Every day is an opportunity to learn from a colleague, whether they're a law enforcement expert or a tech pioneer.
Annual Company Offsite: Once a year, TRMers come together from around the world to attend a 1-week mandatory company offsite. This is designed to foster in-person relationships, creativity, and strategic alignment. Employee attendance is required of all TRMers.
Join Us
We're looking for team members who love building from the ground up and want to work hard in a fast-paced and ambitious environment. We are remote-first, with exceptionally talented team members located around the world. If you like solving tough problems quickly and seeing your work improve the lives of billions of people, we want you at TRM.
We encourage you to reach out even if your experience doesn't precisely match the job description. Don't worry about picking exactly the right job; we can always explore other options after starting the conversation. Your passion and interests will set you apart, especially if your background or career is unconventional.
To all recruitment agencies: TRM Labs does not accept unsolicited agency resumes. Please do not forward resumes to TRM Labs 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 that does not have a signed agreement with the Company.

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