Sales Account Director

TRM Labs is a blockchain intelligence company committed to fighting crime and creating a safer world. By leveraging blockchain data, threat intelligence, and advanced analytics, our products empower governments, financial institutions, and crypto businesses to combat illicit activity and global security threats. At TRM, you'll join a mission-driven, fast-paced team made up of experts in law enforcement, data science, engineering, and financial intelligence, tackling complex global challenges daily. Whether analyzing blockchain data, developing cutting-edge tools, or collaborating with global organizations, you'll have the opportunity to make a meaningful and lasting impact.

The Sales Account Director, Eastern Europe will build and lead TRM's National Security, Law Enforcement, and Defense go-to-market strategy across the region. Your goal will be to establish, expand, and deepen TRM's foothold with mission-critical public-sector security stakeholders.

We're looking for a customer-obsessed, consultative salesperson who can own the entire sales process with new and existing customers. This person will bring deep domain expertise, operate with urgency across a distributed region, and feel comfortable navigating complex national security procurement cycles to close six- and seven-figure enterprise deals.

The impact you will have here:

• Account Mapping – Connect with all key Law Enforcement, National Security, and Defense stakeholders across Eastern Europe. Identify mission priorities, investigative use cases, procurement pathways, budget holders, decision-makers, influencers, and operational workflows.
• Prospecting – Discover and engage new agencies, units, and mission partners in your territory. Uncover high-value use cases, identify strategic gaps you can solve, and rapidly build pipeline in alignment with regional security needs.
• Nurturing – Own, plan, execute, and quarterback relationship-building activities across the customer lifecycle—feedback loops, referrals, renewals, upsells, cross-sells, expansion motions, and agency wide partnerships.
• Account Planning – Create and execute scalable territory and account strategies that drive new revenue, reduce churn risk, uncover new regional opportunities, and expand TRM's footprint across the Eastern European security ecosystem.
• Product + Subject Matter Expertise – Develop deep mastery of TRM's blockchain investigation, AML, and analytics products and the mission landscape across Eastern Europe. Enrich every stage of the sales process—from tailored demonstrations to trials, advisory sessions, and mission-driven innovation workshops.
• Customer Advocacy – Proactively gather, prioritize, and articulate mission-critical customer feedback. Champion insights internally to Product, Engineering, Intelligence, and Leadership to ensure TRM continues to deliver high-impact solutions for the region.
• Loyalty – Build a roster of high-trust, referenceable customers—agencies and operators who champion TRM, refer new prospects, and collaborate with us to advance national level mission outcomes.

What we're looking for:

• 10+ years of enterprise sales experience, ideally selling SaaS or intelligence solutions into National Security, Defense, or Law Enforcement customers.
• 5+ years working directly in or selling into Eastern European National Security, Defense, or Law Enforcement communities, with deep understanding of workflows, missions, and procurement structures.
• Strong customer-facing presence; able to establish credibility quickly with senior government, intelligence, and law enforcement leaders.
• A consultative storyteller—able to understand complex mission needs and build compelling, value-led propositions.
• Adaptable; comfortable navigating shifting priorities, responding to regional dynamics, and operating with TRM Speed.
• Autonomous, collaborative, and an excellent communicator, especially across distributed teams and remote environments.
• Comfortable owning full-cycle enterprise deals, from pipeline generation through negotiation and close.

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 team mates 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 "found AMA" calls so that everyone feels connected to the wider team and mission. Slack is 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 requirement 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 3:30PM on a Friday, they would like to speak to somebody in detail about their requirements, 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.

Leadership Principles

Our Leadership Principles shape everything we do—how we make decisions, collaborate, and operate 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.

Accelerate your Career 

At TRM, you'll do work that matters—disrupting terrorist networks, recovering stolen funds, and protecting people around the world. You will:

• Work alongside top experts and learn every day.
• Embrace a growth mindset with development opportunities tailored to your role.
• Take on high-impact challenges in a fast-paced, collaborative environment.
• Thrive in a culture of coaching, where feedback is fast, direct, and built to help you level up. 

What to Expect at TRM

TRM moves fast—really fast. We know a lot of startups say that, but we mean it. We operate with urgency, ownership, and high standards. As a result, you'll be joining a team that's highly engaged, mission-driven, and constantly evolving.

To support this intensity, we're also intentional about rest and recharge. We offer generous benefits, including PTO, Holidays, and Parental Leave for full time employees.

That said, TRM may not be the right fit for everyone. If you're optimizing for work life balance, we encourage you to:

• Ask your interviewers how they personally approach balance within their teams, and
• Reflect on whether this is the right season in your life to join a high-velocity environment.
• Be honest with yourself about what energizes you—and what drains you

We're upfront about this because we want every new team member to thrive—not just survive.

The Stakes Are Real

Our work has direct, real-world impact:

• Jumping online after hours to support urgent government requests tracing ransomware payments.
• Delivering actionable insights during terrorist financing investigations.
• Collaborating across time zones in real time during a major global hack.
• Building new processes in days, not weeks, to stop criminals before they cash out.
• Analyzing blockchain data to recover stolen savings and dismantle trafficking networks.

Thrive as a Global Team 

As a remote-first company, TRM Labs is built for global collaboration.

• We cultivate a strong remote culture through clear communication, thorough documentation, and meaningful relationships.
• We invest in offsites, regional meetups, virtual coffee chats, and onboarding buddies to foster collaboration.
• By prioritizing trust and belonging, we harness the strengths of a global team while staying aligned with our mission and values.

We're looking for team members who thrive in fast-paced, high-impact environments and love building from the ground up. TRM is remote-first, with an exceptionally talented global team. If you enjoy solving tough problems and seeing your work make a difference for billions of people, we want you here. Don't worry if your experience doesn't perfectly match a job description— we value passion, problem-solving, and unique career paths. If you're excited about TRM's mission, we want to hear from you.

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.

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