Account Director, Financial Institutions (EMEA)

TRM is a blockchain intelligence company that’s on a mission to build a safer financial system for billions of people. We’re a lean, high-impact team tackling some of the world’s most critical challenges, ranging from human trafficking and financial fraud to terrorist financing. We are builders who power governments, financial institutions, and crypto companies when the clock is running and the consequences are real. This is why every TRMer is a bet on our future and has the power to change our trajectory.

The Sales Account Director will join a team driving TRM’s 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. 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 blockchain intelligence and digital assets, and feel comfortable navigating complex, multi-country processes to close six and seven-figure deals.

• 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 TRM’s 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 process—from 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.

• At least 8+ years of experience selling SaaS products, or 4 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 storytelling—you 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.
• Adaptable—goals can change fast. You anticipate and react quickly.
• Autonomous—you own what you work on, move fast, and get things done.
• Excellent communication skills to convey complex ideas effectively.
• Collaborative—you 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 other's 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 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 Opportunity Assessment: You'll 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: You'll develop two new sales campaigns each month to accelerate pipeline growth, with a focus on generating in-quarter opportunities.
• Strategic Sales Planning: You'll regularly update and evaluate a strategic sales plan for all Tier 1 current customers and identify potential Tier 1 prospects on a monthly basis.

We build to protect civilization. That promise shows up in how we work every day.

TRM runs fast. Really fast. We’re a high-velocity team that expects ownership, clarity, and follow-through. People who thrive here are inspired by hard problems, experimentation, direct feedback. If it takes months elsewhere, it often ships here in days. If you are optimizing primarily for consistent work-life balance, use the interview process to pressure-test fit. We want teammates who thrive here, not just survive here.

We coach directly, assume positive intent, and play for the front of the jersey.

• 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.

Want to learn more about how we interview at TRM Labs? Check out more about our leadership principles and hiring process here.

This work has teeth. At TRM, your week might include:

• Driving critical investigations that can’t wait for typical business hours.
• Shipping products in days when others would schedule quarters.
• Partnering with teams across time zones to deliver insights while the story is still unfolding.
• Building new solutions from first principles when the playbook doesn’t yet exist.
• Protecting victims and customers by tracing illicit activity and disrupting criminal networks.

We look for people who want their work to matter, who build with speed and rigor, and who take pride in protecting others through their craft. If you’re excited by TRM’s mission but don’t check every box, apply anyway. We hire for slope, judgment, and the will to learn fast.

Build to protect civilization. Let’s do it together.

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