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.
Team & position summary
As the Senior Sales Enablement Manager at TRM Labs, you will play a pivotal role in empowering our sales team to achieve their revenue targets and drive scalable growth. You will be responsible for developing and executing a comprehensive sales enablement strategy that equips our global sales team with the tools, training, and resources they need to be successful. This role requires a blend of strategic thinking, sales acumen, and a passion for coaching and developing high-performance sales teams.
The impact you will have:
- Develop and lead the overall sales enablement strategy, aligning it with business goals and sales objectives. This includes onboarding, continuous learning, and skill development for all sales roles.
- Lead the design and execution of a world-class onboarding program for new sales hires, ensuring that they are ramped up quickly and prepared to contribute to revenue targets.
- Design and deliver training programs that drive sales effectiveness, including product training, sales process improvements, objection handling, and competitive positioning.
- Empower and coach sales leadership, serving as a trusted advisor to enhance their effectiveness in guiding their teams, providing strategic feedback and insights on sales techniques, processes, and strategies.
- Collaborate with Marketing, Product, and Sales Leadership to create and maintain sales collateral, playbooks, and other resources that enable the sales team to articulate TRM Labs' value proposition effectively.
- Identify, implement, and manage sales enablement tools and platforms that streamline the sales process and improve productivity (e.g., content management systems).
- Define and track key performance metrics to measure the impact of enablement programs on sales productivity and success. Provide regular reporting to the leadership team with actionable insights.
What we’re looking for:
- Proven experience (8+ years) in sales enablement, sales operations, or sales training in a high-growth SaaS or technology company, ideally in the cybersecurity or fintech space.
- Strong understanding of and experience implementing sales processes, methodologies, and best practices, with the ability to translate these into effective enablement strategies.
- Experience with managing sales enablement tools and platforms, such as Seismic or Highspot.
- Proven experience in change management and organizational behavior, with a track record of guiding teams through transitions and driving adoption of new processes, messaging, and systems.
- Excellent communication, presentation, and facilitation skills, with a passion for developing and coaching sales professionals.
- Strong analytical and problem-solving skills, with the ability to use data to drive decisions and measure the impact of enablement efforts.
- Ability to collaborate effectively with cross-functional teams and influence at all levels of the organization.
- Experience in a fast-paced, high-growth startup environment is highly preferred.
- Bachelor's degree in business, marketing, or a related field; advanced degree is a plus.
About the Team:
- Our team is truly remote! We practice async communication and collaboration through various methods such as slack channels and documentation (Notion, etc.). It's important to note that the primary method for communication for this role with all relevant stakeholders will be through slack (text, voice notes, and video messages across DMs and various channels). Additionally, we are involved in a variety of live recurring meetings throughout the week. A few times a year, we come together in-person to collaborate with an opportunity to engage in-person more often if you're near a hub.
- As a globally distributed team, members may observe different timezones. However, most of the team will overlap between the hours of 11am - 5pm EST for meetings and collaboration. All team members, regardless of location must have at least 6 hour overlap with EST business hours.
Learn about TRM Speed in this position:
- In the first week after rolling out a new RevOps process, Account Directors surface that it’s negatively impacting their ability to spend time selling, so you immediately work with RevOps and suggest 2 to 3 options to pivot.
- You never let feedback go unaddressed, acting as the voice of the sellers to address challenges and find a solution that meets both the needs of the business and the Sales team.
- You drive a high touch onboarding for new sellers, customizing a 30-60-90 day plan for each new hire in coordination with their Sales Manager and setting up live trainings from other teams.
- You make sure that new sellers have the resources, training, and guidance to reach quota attainment quickly.
- You’re onboarding a new sales enablement platform and rather than the normal 6 month implementation and rollout that they recommend, you work with them to launch and enable sales in 1 month
- You focus on the most critical parts of the platform to launch those first so that you can test adoption and learn before rolling out everything.
Leadership Principles
Our Leadership Principles are foundational element 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.
Work Environment
- 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.
Top Skills
What We Do
TRM Labs is a blockchain intelligence company that helps financial institutions, crypto businesses and government agencies detect and investigate crypto-related financial crime and fraud. Every day, we tackle challenges in data engineering, data science, and threat intelligence to advance our mission to build a safer financial system for billions of people.
We have raised over $79M from JPMorgan Chase, Visa, Citi, PayPal, Block, Initialized Capital, Tiger Global, Bessemer, and Y Combinator.
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