trm-labs - Account Director – Public Sector
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Requirements
• Experience: 6+ years of B2G SaaS or technology sales experience with a demonstrated ability to consistently deliver against net new sales targets, ideally within public sector, government, or regulatory environments in the Nordic region. • Domain Fluency: Strong understanding of Nordic government workflows, public procurement processes, and the missions of regulatory and enforcement bodies related to financial crime or digital assets. Existing executive-level network across Nordic government agencies is strongly preferred. • Consultative Selling: Strong customer-facing presentation and listening skills with the aptitude to establish credibility with senior government, financial, and compliance stakeholders. Proven ability to shape strategic technology partnerships. • Storytelling & Influence: Natural storyteller with the capacity to understand customer needs and convey compelling value propositions to diverse government audiences. • Regulatory Knowledge: Familiarity with Anti-Money Laundering (AML), Counter-Terrorist Financing (CTF), Know Your Customer (KYC), and sanctions frameworks across the Nordic and European landscape. Understanding of emerging crypto regulatory initiatives (e.g., MiCA, EU AML packages) is a plus. • Crypto & Blockchain Fluency: Strong interest/knowledge of cryptocurrencies, digital assets, and/or blockchains. Experience with blockchain analytics, financial intelligence tools, or similar technologies is a plus. • AI Fluency: Demonstrated proficiency in using AI tools to accelerate prospecting, proposal generation, competitive research, pipeline analytics, and customer-facing material production. • Autonomous & Accountable: Self-directed and proactive — generates own leads, builds own proposals, and owns outcomes end-to-end without leaning on leadership to close deals. • Exceptional Communication: Outstanding written and verbal communication and problem-solving skills. • Startup Velocity: Previous experience working in a fast-paced, high-growth environment where speed, iteration, and accountability are cultural norms.
Responsibilities
• Account Mapping — Connect with all current key stakeholders within assigned Nordic public sector accounts. Identify what matters to them, their potential use cases, who holds budgets, who makes decisions, who influences decisions, and who owns which process across government agencies, regulators, and law enforcement. • Prospecting — Discover new stakeholders across accounts and identify new agencies and organizations TRM has not yet reached. Secure 8+ discovery meetings across at least 5 distinct Nordic agencies within your first 30 days; complete stakeholder maps and next-steps for each. • Nurturing — Own, plan, execute, and quarterback activities to nurture client relationships, feedback loops, referrals, renewals, upsells, cross-sells, and expansions. Develop long-term strategic partnerships that position TRM as an indispensable mission partner. • Territory Strategy & Planning — Create and execute strategic plans for the Nordics that deliver on key revenue, growth, and retention goals while uncovering new opportunities. Maintain disciplined pipeline coverage and rigorous forecasting. • Product & Subject Matter Expertise — Deepen expertise in TRM's product suite and the Nordic regulatory environment to enrich every stage of the sales process — from demonstrations and trials to customer advisory sessions and innovation workshops. Run at least one innovation workshop per month with a priority agency. • Customer Advocacy — Proactively gather and prioritize customer feedback and champion it within TRM to influence product strategy and roadmap. • Loyalty — Build a portfolio of highly satisfied customers who champion TRM within their networks and across regional forums, refer new prospects, and provide crucial feedback.
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