Note: The job is a remote job and is open to candidates in USA. TRM Labs is a company focused on providing blockchain analytics and AI solutions to various sectors, including financial institutions. The Account Manager, Financial Institutions will manage a large portfolio of accounts, ensuring customer satisfaction and driving renewals and expansions of services.

Responsibilities

• Own and manage a book of ~70+ financial institution accounts, serving as the primary point of contact across renewals, expansions, and ongoing engagement
• Build and maintain trusted relationships with key customer stakeholders, understanding their compliance, risk, and operational priorities
• Drive renewal execution end-to-end, including discovery, proposal development, pricing, contracting, and close, while maintaining ≥95% Net Revenue Retention
• Identify and execute upsell and cross-sell opportunities within existing accounts to achieve individual quota targets
• Ensure customers realize consistent value from TRM’s products by aligning solutions to customer workflows and evolving needs
• Maintain accurate pipeline, renewal forecasts, and account health tracking in Salesforce and related tools
• Respond rapidly to customer inquiries and requests (
• Partner cross-functionally to resolve issues, surface customer feedback, and continuously improve the customer experience
• Develop a base of satisfied customers who renew consistently, expand over time, and advocate for TRM

Skills

• 3+ years of experience in Account Management, Customer Success, or post-sale SaaS roles, ideally supporting financial institutions
• Experience managing renewals, expansions, and commercial conversations with quota responsibility
• Familiarity with financial crime compliance, risk, or related domains (AML, sanctions, KYC), or strong aptitude to ramp quickly
• Comfort managing a high-volume book of business with competing priorities and tight timelines
• Strong customer presence with the ability to build trust and credibility across senior and working-level stakeholders
• Clear, direct communicator who listens actively and drives alignment on next steps
• Proficient with CRM and sales tooling (e.g., Salesforce); disciplined about pipeline hygiene and forecasting
• Highly autonomous and accountable; owns outcomes and follows through on commitments
• Adaptable and resilient in a fast-moving environment where priorities evolve quickly
• Collaborative team player who works effectively across Sales, CS, Product, and Operations

Company Overview