Opportunity at
TRM LabsAccount Director, EMEA (Crypto)
TRM Labs builds artificial intelligence intelligence platforms utilized by public and private sector organizations to investigate illicit financial activity and disrupt digital crime. The company is…
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About This Role
TRM Labs builds artificial intelligence intelligence platforms utilized by public and private sector organizations to investigate illicit financial activity and disrupt digital crime. The company is currently hiring a Sales Account Director to oversee go-to-market execution within the EMEA Private Sector market. This position involves managing a high volume of accounts, navigating multi-country regulatory frameworks, and driving transactions to closure for blockchain intelligence tooling. Candidates must be consultative, customer-focused, and…
Job Description
TRM Labs builds artificial intelligence intelligence platforms utilized by public and private sector organizations to investigate illicit financial activity and disrupt digital crime. The company is currently hiring a Sales Account Director to oversee go-to-market execution within the EMEA Private Sector market. This position involves managing a high volume of accounts, navigating multi-country regulatory frameworks, and driving transactions to closure for blockchain intelligence tooling. Candidates must be consultative, customer-focused, and capable of handling rapid sales cycles for six and seven-figure deals.
The person in this role will engage key stakeholders, align TRM technology with client operational needs, and manage the full client lifecycle from initial pitches to renewals, expansions, and advocacy. Daily duties include building strategic territory plans, adding over $500k in qualified pipeline monthly, creating two new sales campaigns each month, and keeping updated strategies for Tier 1 accounts and prospects. The company operates at a fast pace characterized by high ownership, rapid iteration, and frequent priority shifts. Team members work primarily in the UAE GMT time zone, starting around 8:00 am and concluding after 5:00 pm.
The interview process includes an initial recruiter call, a hiring manager interview, first-round skill evaluations, a practical panel-style case study, and reference checks. TRM Labs expects employees to demonstrate high AI fluency as a baseline operational standard, using technology to accelerate workflows and solve complex challenges.
Responsibilities
- Engage key stakeholders and decision-makers across the EMEA territory to identify mission needs and budget alignment
- Integrate blockchain intelligence into customer workflows to demonstrate product utility and secure successful deployment
- Manage the complete client relationship lifecycle, encompassing nurturing, referrals, renewals, cross-sells, and upsells
- Develop and implement strategic plans to achieve company revenue and churn goals across varied regional markets
- Generate over $500k in qualified pipeline each month targeting upcoming quarters
- Design two distinct sales campaigns monthly to accelerate in-quarter pipeline growth
- Maintain updated strategic sales plans for all Tier 1 current clients and identify Tier 1 prospects monthly
Requirements
- At least 6 years of experience selling SaaS products, or 2 years of experience combined with deep domain expertise and a consulting background
- Familiarity with virtual currencies, applications, and financial network usage
- Knowledge of crypto-native organizations, including their internal workflows, procurement steps, and structures in EMEA
- Experience with European anti-money laundering regulatory frameworks like 5AMLD, MiCA, and FATF guidelines
- Strong presentation, listening, storytelling, and executive engagement skills
Core Skills
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