Sales Account Director – Public Sector (EMEA)

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.

The Sales Account Director will join a team driving TRM’s crypto go-to-market strategy for EMEA Public Sector customers. Your goal will be to increase and strengthen our foothold in the space. We’re looking for a customer-obsessed, consultative salesperson to own the entire sales process with new and existing customers. This person will be knowledgeable about the cryptocurrency ecosystem and feel comfortable navigating complex processes to close six and seven figure deals.

The impact you will have here:

• Account Mapping – Connect with all the current key stakeholders within your territory and identify what matters to them, what are their potential use cases, who holds budgets, who makes decisions, who influences decisions, who owns which process
• Prospecting – Discover new stakeholders within your territory and identify what matters to them, what are their potential use cases, who holds budgets, who makes decisions, who influences decisions, who owns which process
• Nurturing – Own, plan, execute, and/or quarterback activities to nurture client relationships, feedback loops, referrals, renewals, upsells, cross-sells, expansions
• Account Planning – Create and execute strategic plans for your territory to not only ensure company goals are met across key revenue and churn metrics, but also new growth opportunities are discovered and pursued
• Product and Subject Matter Expertise – Hone TRM product and customer vertical subject matter expertise to enrich every stage of the sales process from demonstrations to trial to customer advisory sessions to innovation workshops
• Customer Advocacy – Proactively gather and prioritize customer feedback and champion it within TRM
• Loyalty – Develop a roster of happy customers that will refer new prospects, champion TRM, and provide crucial feedback

What we’re looking for:

• At least 8+ years of experience selling SaaS products into EMEA Public Sector accounts
• Strong knowledge of EMEA Public Sector accounts and their workflows
• Strong customer-facing presentation/listening skills with the ability to establish credibility with senior executives
• A knack for storytelling. You have the ability understand customer needs and build + convey compelling value propositions
• Adaptable. Goals can change fast. You anticipate and react quickly
• Autonomous, collaborative and an excellent communicator
• Must be based in EMEA

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Life at TRM Labs

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.

Benefits and Perks

At TRM, we know that supporting our team members can take many forms. Our goal is to enable you to care for yourself, your family, and your community while eliminating stress through our diverse and curated benefits package for full-time employees.

• Remote-first work environment
• Competitive salaries and stock options
• Health insurance
• Life & disability coverage
• Generous paid time for vacation, holidays, and parental leave

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.