TRM Labs - Sales Account Director - Public Sector
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Requirements
• 10+ years of enterprise sales experience, ideally selling SaaS or intelligence solutions into National Security, Defense, or Law Enforcement customers. • 10+ years of enterprise sales experience • 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. • 5+ years working directly in or selling into Eastern European • National • Security, • Defense, or Law Enforcement • communities • 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. • consultative storyteller • 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. • Autonomous, collaborative, and an excellent communicator • Comfortable owning full-cycle enterprise deals, from pipeline generation through negotiation and close. • 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.
Responsibilities
• 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. • Account Mapping • 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. • Prospecting • 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. • Nurturing • 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. • Account Planning • 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. • Product + Subject Matter Expertise • 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. • Customer Advocacy • 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. • Loyalty
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