Build a Safer World. TRM Labs provides blockchain analytics and AI solutions to help law enforcement and national security agencies, financial institutions, and cryptocurrency businesses detect, investigate, and disrupt crypto-related fraud and financial crime. TRM’s blockchain intelligence and AI platforms include solutions to trace the source and destination of funds, identify illicit activity, build cases, and construct an operating picture of threats. TRM is trusted by leading agencies and businesses worldwide who rely on TRM to enable a safer, more secure world for all. The Head of Sales, US Financial Institutions will lead TRM’s go-to-market strategy for Banking and Financial Institution customers across North America. This leader will oversee a team of Account Directors driving deep engagement within the US Private Sector market — accelerating revenue growth, expanding TRM’s presence within major financial institutions, and elevating our expertise in stablecoins and financial crime risk management. We’re looking for a strategic, customer-obsessed sales leader who can blend operational excellence with market vision — building scalable systems, developing high-performing teams, and driving impact in a fast-moving environment. This individual will be fluent in the financial institutions ecosystem, capable of navigating complex procurement, compliance, and partnership structures to close multi-million-dollar enterprise deals. The impact you will have: - Scale TRM’s Financial Institution Business: Build and execute a strategic sales plan to achieve ~$6M in annual revenue, expand share of wallet within key accounts, and position TRM as the trusted partner of choice for blockchain intelligence across the FI ecosystem. - Lead and Develop a High-Performing Team: Recruit, coach, and enable Account Directors focused on Financial Institutions; shorten ramp time, raise product fluency, and ensure consistent quota attainment. - Strengthen TRM’s Market Presence: Deepen relationships with executive stakeholders across banking, payments, and compliance; champion TRM’s insights through thought leadership and customer advisory engagement. - Drive Operational Excellence: Build repeatable sales motions and scalable infrastructure for pipeline management, forecasting, and RFP response — sustaining TRM Speed while ensuring discipline and precision. - Partner Cross-Functionally: Work with Marketing, Product, and Customer Success to align market feedback, shape GTM initiatives, and accelerate product adoption across the Financial Institutions segment. What we’re looking for: - 10+ years of enterprise SaaS sales experience, including 5+ years leading teams selling into large North American Financial Institutions. - Proven track record of consistently exceeding $5M+ annual revenue targets in highly regulated or compliance-driven markets. - Deep knowledge of Financial Institution operations, procurement processes, and decision-making hierarchies; ability to navigate complex buying centers. - Expertise in financial crime, AML, sanctions, or compliance technology strongly preferred; stablecoin fluency a plus. - Demonstrated leadership excellence — motivating teams through clarity, accountability, and urgency. - Strong communicator and storyteller who can translate technical capability into strategic value for C-suite stakeholders. - Highly adaptable, self-directed, and data-driven, with the ability to operate effectively in dynamic, high-growth environments. - Collaborative mindset with proven success working cross-functionally to close strategic, multi-stakeholder deals. About the Team: - The North America Private Sector team operates with a high-performance mindset grounded in collaboration, ownership, and urgency. We share competitive insights, deal strategies, and customer learnings freely — accelerating collective success. We communicate primarily through Slack, meet weekly for 1:1s and team syncs, and join monthly Pod sessions with our extended GTM organization. - 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: - Rapid Enablement: Reduce new rep time-to-ramp below the GTM average through hands-on coaching and systems thinking. - Accelerated Pipeline Generation: Develop and launch at least two targeted sales campaigns per quarter, focused on Banking and FI pipeline acceleration. - Operational Rigor: Maintain sub–1-week RFP response turnaround and consistent forecasting accuracy across your team. - Customer Impact: Deliver at least two net new FI client wins within the first six months through strategic, high-quality execution. Life at TRM 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 financial 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 at TRM 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. Leadership Principles 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. Join our Mission 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. Privacy Policy and Additional Information By submitting your application, you are agreeing to allow TRM to process your personal information in accordance with the TRM Privacy Policy. Our typical hiring cycles for specialized roles span 24 to 36 months. Accordingly, we retain your personal information for up to 36 months to evaluate your application and to consider you for current and future employment opportunities, unless you request earlier deletion or a different retention period is required or permitted by law. To notify TRM Labs that you believe this job posting is non-compliant, please submit a report through this form. No response will be provided to inquiries unrelated to job posting compliance. The use of AI tools of any kind (including but not limited to notetakers, interview assistants, and real-time coaching tools such as Otter.ai, Fireflies, Fathom, Cluey, or similar) during TRM interviews is not permitted without prior approval from TRM. TRM uses its own internal tools for note-taking to ensure a consistent and confidential experience for all candidates. We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this form. Recruitment agencies TRM Labs does not accept unsolicited agency resumes. Please do not forward resumes to TRM 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 without a signed agreement. Learn More: Company Values | Interviewing | FAQs

Thinkific is a learning commerce platform that helps learning businesses turn knowledge into impact. By bringing together community, courses, and content with commerce, we power transformative learning experiences that help businesses grow their revenue—and reach millions of learners around the world. We’re a team of 300+ Thinkers building products that matter. Every role at Thinkific contributes to raising the bar for online learning, supporting learning businesses, and creating real-world impact. You’ll work alongside curious, collaborative teammates who care deeply about what they build and who they build it for. We’re committed to a fair, inclusive, and human hiring experience. Our team is here to guide you every step of the way, so you always know what to expect! Do you love working cross-functionally and finding creative technical solutions for top-tier customers? We’re looking for a Solutions Engineer to join us at Thinkific. As a Solutions Engineer, you will report into our Solutions Engineer Team Lead and serve as both a trusted advisor and product expert, helping prospects and customers realize maximum value from our platform. You will support the pre-sales process through technical discovery, solution design, and product demonstrations, partnering closely with Sales to showcase how Thinkific solves customer needs. You will also collaborate with Customer Success post-sale to provide technical guidance on implementations, integrations, and platform customization, ensuring customers are set up for long-term success. Your work will span technical discovery, solution design, and enablement, driving growth for both our customers and Thinkific. Your goal will be to drive measurable customer outcomes for our customer and teams. Here’s how you’ll accomplish this: - Act as the technical expert in sales cycles (new business & expansion), supporting revenue-generating opportunities through consultative solutioning and platform expertise. - Work with the Customer Success team to solve problems by providing product expertise in customers’ initial setup and early implementation stages - Partner with prospects and customers to gain a deep understanding of their business challenges, technical requirements, and success criteria. - Design and recommend customized solutions leveraging Thinkific’s API, webhooks, SSO, themes, integrations, and apps ecosystem. - Deliver tailored product demos, workshops, and training sessions for clients and internal teams, and maintain technical resources for internal teams. - Respond to technical assessments such as RFPs, vendor due diligence, and security questionnaires. - Serve as the voice of the customer by providing structured feedback and feature requests to Product and Engineering teams. The person we have in mind likely: - Has 2+ years of experience in a technical consulting or pre-sales solutions engineering role in a SaaS organization - Can quickly gain an understanding of prospects’ unique challenges, needs, and processes and has the ability to use that knowledge to advise the Sales process and find solutions for these buyers - Experience designing scalable technical solutions for customers across both pre-sales and post-sales engagements, enabling teams and clients to operate more independently and efficiently. - Is familiar with web APIs , webhooks, Single Sign On (SSO), and client-side development with JavaScript, HTML, and CSS - Exhibits strong problem solving skills—you can easily weave together all the technical pieces to accomplish complex setups and workflows - Possesses experience reviewing and submitting requests for proposals (RFPs) - Loves to learn and grow. They’ve found (and keep looking for) ways to level up their skills in this field, whether that’s through formal education, gaining professional experience, or maybe even building their own business These things would also be nice, but we think you could learn them on the job: - Comfort performing product demos or demonstrating highly technical products - Strong knowledge of privacy and security compliance - Hands on experience working with web solutions - Experience with any of our integrations (like Brillium Exams, Direct Infusionsoft, Direct ActiveCampaign, etc.) and experience with Salesforce We’re committed to fair and transparent pay that reflects both where you are and where you can grow to. This role has a salary range base of $82,800 - $103,500 - $124,200 designed to capture the full journey from developing skills to excelling in the position. Most new hires start between the minimum and midpoint, which aligns with being fully capable in the role. Salaries above the midpoint are typically reserved for team members who have demonstrated strong, consistent performance, deep expertise, and a significant positive impact within the role. For high-demand or hard-to-fill positions like this one, we may hire above midpoint for candidates who bring exceptional experience, skills, or impact potential. Diversity, Equity, Inclusion and Belonging & Accessibility This is just our initial idea of who we’re looking for! At Thinkific, we know that people have unique career journeys. If your experience is close to what we’ve described but you feel that you might be missing a few of the requirements, please still apply! We believe in equal opportunity and are committed to diversity, equity, inclusion, and belonging across every facet of our business. We’re also committed to providing a comfortable and accessible interview experience for every candidate. If there are any accommodations our team can make throughout our hiring process (big or small), please let us know. What you can expect if you join Thinkific: 👏 An amazing team of talented, passionate, and kind Thinkers. Together, we’ve built an amazing, award-winning culture—we’re a Certified Great Place to Work and one of Canada’s Most Admired Corporate Cultures by Waterstone! 🚀 The chance to build, improve, and innovate on a platform that’s driving positive impact for thousands of businesses and millions of students around the world. 💸 A competitive compensation package including base salary, equity, team-wide bonuses, and an Employee Share Purchase Plan. 🌴Flexible Paid Time Off to maintain mental and physical health. Our team is encouraged to take a minimum 4 weeks of vacation, plus Thinker Holidays (extended long weekends in the summer) and time off for the December holiday season. 🩺 Health Benefits and Wellness: Comprehensive benefits starting on Day 1 include health, vision, and dental coverage for you and your family, $3,000 for mental health care, a short-term health plan, and an additional $900/year health or personal spending account. Plus, family friendly benefits include generous parental leave top-ups for up to 32 weeks, as well as fertility coverage and personalized return to work options. 🤝 3 Paid Volunteer Days each year to give back to your community and support the causes you care about. 💻 Flexible Work. Choose to work from home from anywhere in Canada, at our Vancouver HQ, a co-working space, or anywhere there’s wifi for a change of scenery. ⬆️ Learning & Growth. An annual $2,000 CAD Learn and Grow fund for conferences, seminars, or courses, plus training, mentorship, coaching, and internal promotion opportunities. 🏡 A home office setup so you’re ready to succeed with a company-owned Macbook Pro and a budget to order a desk, chair, or any accessories to help you work comfortably and productively. 💙 A place where you can bring your whole self to work. We know that different perspectives lead to amazing ideas, more innovation, and, ultimately, our success as a company. We welcome applicants of all backgrounds, experiences, beliefs, identities, and statuses. Whoever you are—we can’t wait to meet you! The Thinkific Vancouver office operates on the traditional, ancestral, and unceded territories of the xʷməθkʷəy̓əm (Musqueam), Sḵwx̱wú7mesh (Squamish), and Sel̓íl̓witulh (Tsleil-Waututh) Nations of the Coast Salish People. We encourage everyone to learn more about the original caretakers of the land that you currently occupy.

Overview Keysight is at the forefront of technology innovation, delivering breakthroughs and trusted insights in electronic design, simulation, prototyping, test, manufacturing, and optimization. Our ~15,000 employees create world-class solutions in communications, 5G, automotive, energy, quantum, aerospace, defense, and semiconductor markets for customers in over 100 countries. Learn more about what we do. Our award-winning culture embraces a bold vision of where technology can take us and a passion for tackling challenging problems with industry-first solutions. We believe that when people feel a sense of belonging, they can be more creative, innovative, and thrive at all points in their careers. Responsibilities Responsible for business development across the GEMS portfolio in India to increase Keysight wallet share across General Electronics, Digital Healthcare, and Education. Requires strong understanding of market needs, technology trends, and application requirements across these segments, with the ability to identify strategic customers, ecosystem partners, and growth opportunities, and to develop relevant engagement and partnership plans. Work closely with the sales team to strengthen solution positioning, support opportunity development, build funnel, and improve sales conversion. In addition to customer-facing responsibilities, the candidate is expected to provide actionable market intelligence and customer insights to support portfolio strategy, solution roadmap, and internal business planning. Key activities: - Drive business development and market expansion across General Electronics, Digital Healthcare, and Education segments. - Identify strategic customers, partners, and ecosystem stakeholders to expand market reach and unlock new opportunities. - Work with the sales team to develop solution positioning, strengthen pipeline, and improve conversion. - Build and manage relationships with key external stakeholders including industry, government, research, and academic institutions where relevant. - Provide market intelligence, competitive insights, and customer feedback to support solution roadmap and business strategy. - Support cross-segment opportunity development to accelerate overall GEMS business growth in India. Enable Lead Generation - Generates well-qualified leads by engaging targeted customers and events. - Provide training & collaterals on a new solution for the sales team. - Leverage key success stories to increase winning rate. - Reach beyond the traditional ECE departments to increase our customer base (Physics, Mechatronics, Computer Science, etc.) - May lead key research technology track content development for customer engagement. Align with Keysight Education resource - Align with KEP (Keysight Education Program) initiatives, ensuring long term branding through sustainable business goal. - Collaborates with marketing team to engage more customers to maximize business and branding recognition. - Lead collaboration across ISTs, COEs, and Labs especially on research solution needs. Qualifications Job Qualifications - Degree in electrical or computer engineering with +7 years of application measurement experience - Results oriented, demonstrated track record of success delighting customers and delivering solutions to market. - Outstanding leadership and teamwork skills to effectively influence strategy and gain alignment across all levels of planning - Effective oral and written communications. Ability to deliver effective training to internal field partners, solution partners or to enable customers to understand Keysight solution benefits. - Willing to travel > 30% of the time. Desired - Strong understanding of where the money comes from for research. Experience with grant writing and/or university buying behaviour/ process. - Extensive knowledge in research solution/field such as mmWave/THz applications, 6G, semiconductor, quantum engineering solution, advanced materials, wireless & optical comm research, electronic devices and circuit, etc. Careers Privacy Statement***Keysight is an Equal Opportunity Employer.***

What we're doing Owning a home is a foundational part of building financial security and wealth in America. However, the tools and technology that support homeownership are antiquated, dependent on things like fax machines, handwritten documentation, and hours of manual review. We're here to change it. Vesta was founded to rebuild the mortgage LOS from the ground up. Our founding belief is that the future of mortgage lending will be a fully automated process. Today, our AI augmented platform makes that a reality. Our mission has been to build a platform where AI isn’t just an add-on, but the core engine that transforms how a loan is actually manufactured. Who we are Our founding team is no stranger to the complexities of the financial industry. As early employees at Blend, they spent years together focused on creating modern cloud infrastructure for banks. Now, with Vesta, they are transforming the mortgage industry by creating the most flexible, open, and automated origination experience, benefitting financial institutions and their customers. And, we're not alone. We've raised $55M from top tier investors, including Andreessen Horowitz, Bain Capital Ventures, Conversion Capital, Zigg Capital, and Index Ventures. We believe that our team is our greatest competitive advantage and take pride in having a team of exceptional humans. As a team, we value humility, empathy, self-awareness, and an orientation towards action. If this sounds like you and you're excited by the idea of getting in at the ground level to be part of building the infrastructure that will power the future of the finance industry, we would love to hear from you! Who you are You are excited about the opportunity to be a founding member of a new team at a high growth company solving a large problem. You are deeply knowledgeable about the mortgage and regulated financial services sectors, with a proven track record of delivering complex technical demos to these customers. You have technical sales skills and are able to demonstrate the capabilities of a product through deep technical know-how, and translate them into terms that the customer can understand. You are a partner to the sales team and enjoy achieving your quarterly sales targets and playing a key role in the company achieving its revenue goals. You are a self starter who takes initiative and enjoys taking new opportunities head on without the need for a lot of structure and process. You're a company builder and team player - you're excited to shape and grow the product alongside the culture and operating rhythm of the company. About the role As one of our founding members for the Sales team, you'll play a crucial role in scaling Vesta's go-to-market motion - You'll lead technical discovery calls, craft and deliver compelling product demonstrations, and collaborate with the sales team to win new logos. This is a highly consultative role that requires deep curiosity, technical fluency, and the ability to translate complex systems into clear, actionable solutions for mortgage industry buyers. Your responsibilities will include: - Lead technical discovery with enterprise prospects to deeply understand their current-state architecture, processes, and pain points. - Deliver high-impact, tailored product demos that clearly articulate the value of Vesta in the customer’s language, aligned to their workflows and business goals. - Partner closely with the Sales team as a strategic counterpart — addressing technical objections, influencing deal strategy, and building trust with key decision-makers. - Be a customer advocate internally — surfacing product feedback, edge cases, and market insights to inform our roadmap and messaging. - Support sales outcomes by owning the technical portions of the sales cycle and helping close enterprise-level deals. Perks + Benefits - Robust medical, vision, & dental coverage (~100% of employee premiums covered) - FSA plan offering - 401(K) plan offering - Meaningful parental leave - 16 weeks fully paid for all new parents, birthing & non-birthing parents (applies to adoptions as well!) - Remote-first culture with a physical hub in the bay area! - Generous Work-From-Anywhere & Wellness Benefits - Monthly cell & wifi stipend - Monthly Doordash benefits - Open & encouraged flexible time off - Company offsites to get to know the team! The OTE compensation range for this role is $150,000 - $250,000/year. Final offer amounts are determined by multiple factors including candidate experience and expertise and may vary from the amounts listed above. At Vesta, we believe that the only way we can tackle the challenging problems in front of us is by having diverse perspectives and an environment that promotes inclusivity. We’re committed to equal opportunity regardless of race, color, ancestry, religion, gender, gender identity, parental or pregnancy status, national origin, sexual orientation, age, citizenship, marital status, disability, or veteran status. Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records. As part of our onboarding process, we participate in the E-Verify program.