Build a Safer World.

TRM Labs provides AI-powered intelligence solutions that help public and private sector agencies investigate and disrupt crime. TRMs 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 Sales Account Director will join a team driving TRMs go-to-market strategy in the EMEA Private Sector market. This is a high-paced role with a large volume of accounts that move quickly across diverse markets and regulatory environments.

Were looking for a customer-obsessed consultative salesperson to own the entire sales process with new and existing customers. This person will be knowledgeable about blockchain intelligence and digital assets and feel comfortable navigating complex multi-country processes to close six and seven-figure deals.

The impact you will have:

• Connect with current and net new key stakeholders within your EMEA territory and identify what matters to them: potential mission applications budget holders decision-makers influencers and process owners.

• Spearhead the implementation of blockchain intelligence into customer workflows driving towards an intimate understanding of how EMEA customers apply TRMs tooling and data to proactively improve their success.

• Own plan execute and/or quarterback activities to nurture client relationships feedback loops referrals renewals upsells cross-sells and expansions.

• Create and execute strategic plans for your territory to ensure company goals are met across key revenue and churn metrics while also uncovering new growth opportunities in diverse EMEA markets.

• Hone TRM product and customer vertical subject matter expertise to enrich every stage of the sales processfrom demonstrations to trials to customer advisory sessions and innovation workshops.

• Proactively gather and prioritize customer feedback and champion it within TRM.

• Develop a roster of happy customers across the region who will refer new prospects champion TRM and provide crucial feedback.

What were looking for:

• At least 6 years of experience selling SaaS products or 2 years experience accompanied with expert customer domain and mission knowledge and a background in consulting.

• Experience with virtual currencies applications and their use in financial networks.

• Strong knowledge of crypto-native organizations as well as their workflows procurement processes and organizational structures particularly in EMEA.

• Strong customer-facing presentation/listening skills with the ability to establish credibility with senior executives.

• Familiarity with the European AML regulatory framework (e.g. 5AMLD MiCA FATF guidelines) and its application in financial institutions and fintechs.

• A knack for storytellingyou understand customer needs and can build and convey compelling value propositions.

• Ability to operate a large volume of accounts that develop quickly.

• Excitement or fulfillment through developing meaningful client relationships identifying new use cases obsessing over customer happiness meeting new contacts within accounts and closing deals.

• Adaptablegoals can change fast. You anticipate and react quickly.

• Autonomousyou own what you work on move fast and get things done.

• Excellent communication skills to convey complex ideas effectively.

• Collaborativeyou thrive working cross-functionally and across diverse cultures and organizational levels.

About the Team:

• Our team thrives on collaboration always looking out for each other by sharing opportunities and competitive insights. We actively exchange ideas and strategies to boost each others sales efforts. 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 monthly Pod meetings 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 team predominantly operates in the UAE GMT timezone with some members in UK & Europe. 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. Were committed to contributing whenever needed ensuring our teams success isnt confined to a 40-hour workweek.

Learn about TRM Speed in this position:

• Rapid Opportunity Assessment: Youll swiftly qualify or disqualify opportunities to ensure a strong future-focused pipeline. Your goal is to add more than $500k in qualified pipeline each month targeting next quarter and beyond.

• Sales Campaigns: Youll develop two new sales campaigns each month to accelerate pipeline growth with a focus on generating in-quarter opportunities.

• Strategic Sales Planning: Youll regularly update and evaluate a strategic sales plan for all Tier 1 current customers and identify potential Tier 1 prospects on a monthly basis.

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 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. Theyre 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 endtoend and invest in getting better everyday.

• Inspiring Colleague: We add clarity and energy not noise. We bring humility candor and a oneteam 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 youre excited by TRMs mission but dont 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 agree to allow TRM Labs to process your personal information in accordance with our .

We collect the information you provide (such as your resume work history and contact details) solely for the purpose of evaluating your candidacy for current and future roles at TRM.

Because our hiring cycles for certain positions may span 24 to 36 months we retain your personal information for up to 36 months from the date of your application. After that period your data is deleted unless a different retention period is required or permitted by law.

If you are located in the European Economic Area the United Kingdom or another jurisdiction with applicable data protection laws you have the right to access correct or request deletion of your personal data at any time before that period ends. To exercise any of these rights contact us at .

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 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

Required Experience:

Director