[Remote] Account Manager, Financial Institutions
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