United States11h ago
TRM Labs
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.
The Account Manager, Financial Institutions - LATAM will join TRM’s Private Sector team, focused on protecting and expanding existing customer revenue across Latin America. This is a fast-paced, high-ownership role managing a dynamic book of financial institution accounts across the region, where speed, discipline, and strong customer partnership are critical.
The Account Manager owns the post-sale customer relationship, including renewals, expansions, and day-to-day account management. This role partners closely with Sales, Customer Success, Product, and Operations to ensure customers realize ongoing value from TRM’s blockchain intelligence solutions. The ideal candidate is customer-obsessed, highly organized, commercially sharp, and comfortable operating autonomously across a high-volume regional portfolio.
The impact you will have:
Own and manage a book of financial institution accounts across LATAM, 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, regulatory, and operational priorities
Drive renewal execution end-to-end, including discovery, proposal development, pricing, contracting, and close, while maintaining strong 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, balancing speed with high-quality, consultative engagement
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 across the region
What we’re looking for:
3+ years of experience in Account Management, Customer Success, or post-sale SaaS roles, ideally supporting financial institutions in LATAM
Experience managing renewals, expansions, and commercial conversations with quota responsibility
Familiarity with financial crime compliance, risk, or related domains, including AML, sanctions, KYC, fraud, or crypto compliance, 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
Fluency in Spanish and English; Portuguese fluency is a strong plus
Proficient with CRM and sales tooling, such as 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, Customer Success, Product, and Operations
About the Team:
Our team thrives on collaboration, always looking out for each other by sharing opportunities, regional insights, customer context, and competitive intelligence. We actively exchange ideas and strategies to strengthen customer relationships and expand TRM’s impact across LATAM. 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 regular cross-functional touchpoints 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 LATAM team operates across multiple time zones and partners closely with colleagues in the US and globally. We work with urgency and ownership while respecting personal time and regional working norms. While we may work beyond standard hours when needed to support customers or close critical business, we are committed to balancing speed, customer impact, and sustainable execution.
Learn about TRM Speed in this position:
Rapid Opportunity Assessment: You’ll swiftly qualify or disqualify renewal, expansion, and customer growth opportunities to ensure a strong, future-focused pipeline.
Customer Growth Campaigns: You’ll develop targeted customer engagement and expansion motions to drive adoption, identify new use cases, and create in-quarter growth opportunities.
Strategic Account Planning: You’ll regularly update and evaluate strategic account plans for priority LATAM customers, identifying expansion paths, stakeholder maps, risk signals, and opportunities to deepen TRM’s partnership.
We are building a safer world. That promise shows up in how we work every day.
TRM moves quickly. 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 as we experiment and iterate
Work that often requires 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 comfort navigating 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.
At the same time, many people find this work deeply rewarding. 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. Learn more: Interviewing at TRM: How We Hire and What Success Looks Like
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.
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.
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 Blockchain Capital, 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.
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