Sales Account Director - Public Sector (EMEA)

TRM Labs • Full-time • Remote (EU - Remote) • 1w ago

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, ideally selling into Italy, Eastern Europe or the Nordics.
Strong knowledge of EMEA Public Sector accounts and their workflows, ideally in Law Enforcement/Defence/National Security spaces
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 Europe, ideally in Italy, Eastern Europe or the Nordics

About the Team:

TRM's EMEA Sales Team has a fast-paced, positive, and open culture. Team members are given a high degree of responsibility and autonomy so that they can decide the best way to deliver against goals. The team works positively together and you can expect a lot of help and support from both your teammates and your manager - who tries to make himself super available to assist you with questions, problems or at customer meetings.
The team gets together for calls regularly including a weekly team call, a weekly pipeline call, a weekly forecast call and fortnightly pod calls. In addition, TRM runs regular "All hands" and "Founder AMA" calls so that everyone feels connected to the wider team and mission.
Slack is the main tool that is at the center of all asynchronous and synchronous communication.
The EMEA Sales team works UK and CET time. However, there might be some requirements for later calls with East and West Coast US when working on complex opportunities.

Learn about TRM Speed in this position:

TRM receives an urgent lead from a prospect at 3:30 PM on a Friday. They would like to speak to somebody in detail about their requirements, and TRM’s product and would like to see a demo today.
Within your first month you will need to profile and stack rank all prospects and customers in your territory and start an outreach program yourself and with your SDR all whilst completing TRM’s onboarding and training.
TRM receives a customer RFx late from a partner. It looks perfect for us, but we only have 3 days to respond. Rally your virtual team’s resources to provide a high-quality, detailed response that satisfies the customer.

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.

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.