Esteban Castaño

Questioner
DISC Type : c

Co-founder & CEO at TRM

San Francisco, California, United States

Overview

Esteban Castaño is the Co-founder and CEO of TRM Labs, a blockchain intelligence company that recently achieved unicorn status. He leads the firm in helping financial institutions and government agencies fight cryptocurrency-related fraud and financial crime. A Dartmouth alumnus, he previously worked on digital strategy at McKinsey & Company.

Outside of his professional life, Esteban is an outdoor enthusiast with a certification as an American Canoe Association Instructor, highlighting a passion for watersports and nature. Before becoming a tech founder, he had an interest in pursuing a career as a biologist, applying principles from the field to business.

Unique fact: Esteban left his MBA program at Stanfords Graduate School of Business to co-found TRM Labs.

Personality Overview

Cautious & Analytical

Value Seeker

Price-Sensitive

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  It is quite likely of them to ask for pricing or other concessions. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Combating Financial Crime
His company's mission is to build a safer financial system by helping institutions detect and investigate crypto-facilitated crime.
Blockchain Intelligence
He leads a company that pioneers advancements in blockchain analytics, setting industry standards for data and investigative tools.
AI in National Security
TRM Labs is actively hiring AI and national security experts to counter threats, a topic he has highlighted in his posts.

Media Appearances

Esteban Castaño, Co-Founder & CEO at TRM (YC 19). Featured in YouTube

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Esteban Castaño, CEO at TRM Labs Biography. Featured in RBLT – FinTech Summit

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Esteban Castaño | Co-Founder and CEO of TRM Labs. Featured in TRM Labs

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Work History

2018
Co-founder & CEO at TRM
6-2016 - 1-2017
Digital Lead at Generation
10-2015 - 2-2017
Business Analyst at McKinsey & Company

Education

2018 - 2018
MBA (currently on leave) from Stanford University Graduate School of Business
Bachelor of Arts from Dartmouth College

More Information

Social Presence :

Prographics :

Exp : 9 Location : San Francisco, California, United States Job Level : Leadership Designation : Co-founder & CEO at TRM
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Insights For Selling To Esteban

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Share as much information as possible regarding your product
  • Back up any claims with data and numbers

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Esteban is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Esteban

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Esteban move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Esteban take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Esteban

Personality Compatibility


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