Account Director, Southern Europe - Public Sector

OutInSource; Roma; Remote; EUR 140,000 - 200,000; Full time

Job summary

TRM Labs seeks an Account Director for Southern Europe to lead the public sector business across Italy and the region. You will shape go-to-market, leverage AI-assisted tools for prospecting and tender prep, and close multi‑million deals with government agencies, regulators and EU bodies.

You will own territory strategy, build a direct and partner network, and drive renewals, expansions, and new use-cases while collaborating with cross‑functional teams.

Qualifications

• 6+ years selling SaaS, data intelligence or investigative solutions to government, law enforcement or regulators in Italy or Southern Europe.
• Track record of closing six- and seven-figure deals and meeting quota, including tenders, RFx responses or framework purchases.
• Working knowledge of Italian and EU public procurement, AML and digital asset regulation.
• Hands-on use of AI for prospecting, account planning, tender and call preparation, with concrete examples.
• Experience building pipeline from scratch in a new territory, including resellers or integrators.
• Credible, clear communication with senior officials and investigators, in person and virtually.
• Fluent Italian and English; Spanish, Portuguese or Greek is a strong plus.
• Based in Italy (Rome or Milan preferred), willingness to travel regularly across the region.

Responsibilities

• Map priority agencies in Italy and Southern Europe, using AI tools to identify budget holders, investigators, procurement offices.
• Close six- and seven-figure deals by turning investigative pain points into a business case with AI-assisted segmentation and local-language messaging.
• Build a 3x qualified pipeline each quarter through outreach, events, and training days.
• Decide how TRM reaches each agency: direct sales vs resellers/integrators, with AI-backed procurement route analysis.
• Grow live customers through renewals, upsells, and new use cases, using AI summaries to spot expansion signals.
• Collaborate with Product, Policy and Law Enforcement Relations so future releases match regional needs.

Skills

Six-figure deals

Public sector sales

RFx experience

Italian & English

Stakeholder engagement

Job description

Account Director, Southern Europe - Public Sector

Build a Safer World. TRM Labs provides AI-powered intelligence solutions that help public and private sector agencies investigate and disrupt crime. TRM's platforms enable investigators to trace illicit activity, build cases, and construct operating pictures of threat networks. Leading agencies and businesses worldwide rely on TRM to make the world safer and more secure. TRM helps governments and law enforcement trace and stop illicit finance. This role brings that mission to investigators, financial intelligence units, tax and customs agencies, and regulators across Italy and Southern Europe. You will own TRM’s public sector business in a territory where we are building coverage, setting account strategy and closing six- and seven-figure deals through direct sales and partners. What makes this seat unusual is a large greenfield territory plus the freedom to shape your own go-to-market, procurement approach and partner network with AI-assisted research.

Impact you will have:

Map every priority agency in Italy and Southern Europe, using AI tools to identify budget holders, investigators, procurement offices and upcoming tenders so your first outreach reaches the right people in week one. Win six- and seven-figure deals by turning investigative pain points into a clear business case, using AI-assisted segmentation and local-language messaging, and measure what converts. Build a 3x qualified pipeline each quarter through targeted outreach, agency training days and events, and measure what converts. Decide how TRM reaches each agency, choosing between direct selling and approved resellers or integrators, and back each choice with AI-assisted analysis of procurement routes. Grow live customers through renewals, upsells, and new use cases, using AI summaries of usage and call notes to spot expansion signals early. Bring customer and regulatory insight back to Product, Policy and Law Enforcement Relations so the next release matches how agencies in your region actually work.

What we’re looking for:

6+ years selling SaaS, data intelligence or investigative solutions to government, law enforcement or regulators in Italy or Southern Europe. A record of closing six- and seven-figure deals and meeting quota, including experience running tenders, RFx responses or framework purchases. Working knowledge of Italian and EU public procurement, AML and digital asset regulation, and how investigators, budget holders and procurement teams buy. Hands-on use of AI for prospecting, account planning, and tender and call preparation, with clear examples of time or revenue gained. Experience building pipeline from scratch in a new territory, including working with resellers or integrators. Credible, clear communication with senior officials and investigators, in person and virtually. Fluent Italian and English; Spanish, Portuguese or Greek is a strong plus. Based in Italy (Rome or Milan preferred), willingness to travel regularly across the region.

About the Team:

TRM’s EMEA Sales team gives each Account Director full ownership of a territory and the room to choose how to win it. The team collaborates closely and supports one another through shared pipeline insight, deal reviews, and open sharing of what works. The work is hard in a useful way: public buyers, several countries, long procurement cycles, and a product category that is new to many agencies. You will work with Law Enforcement Relations, Solutions Architecture, Legal and Deal Desk, Partnerships, Product, and Policy, who move quickly to back your deals.

Team Operating Rhythms:

Distributed, not distant: the team works across UK and CET time zones, with occasional US calls on complex deals. Slack is the center of day-to-day communication. @mention colleagues for timely responses. Weekly 1:1 with your manager, a weekly team call, a weekly pipeline call, a weekly forecast call, and regular pod calls. Company-wide all-hands and founder Q&A sessions keep everyone connected to the mission.

Required online and collaboration hours:

Schedule: Core hours on CET, with overlap to UK hours and occasional US calls. HM to confirm.

AI Fluency at TRM

AI fluency is a baseline expectation at TRM. We believe AI meaningfully changes how top performers operate. We expect every team member to use AI to accelerate and reimagine their craft, not just automate surface tasks. At TRM, AI fluency means you are among the top 10 percent of operators in your function in how you apply AI to: Accelerate repeatable workflows, Structure and solve problems, Improve output quality, Increase speed and leverage. You will be evaluated on applied AI fluency during the interview process.

Life at TRM

We are building a safer world. That promise shows up in how we work every day. TRM moves FAST. We are a high-velocity, high-ownership team that expects clarity, follow-through, and impact. People who thrive here are energized by hard problems, experimentation, and continuous feedback. If something takes months elsewhere, it will ship here in days. Our work sits at the intersection of AI, national security, and fighting crime. The problems are complex, the stakes are real, and the environment evolves quickly. The pace and intensity of the work reflect the importance of the mission. As a result, the way we operate requires a high level of ownership, adaptability, collaboration, and creative problem-solving. At TRM, you should expect: Priorities and targets to change quickly, Operating with a high degree of ambiguity, A high level of personal ownership and accountability, Close collaboration across teams and functions, Frequent, high-touch communication, Creative problem-solving and out-of-the-box thinking, A pace that rewards urgency, adaptability, and outcomes. This environment is energizing for people who enjoy building, solving hard problems, and making progress in situations that are not always fully defined. It also requires thriving in ambiguity, adjusting course as new information emerges, and maintaining focus and positivity in a fast-moving and intense environment. We also recognize that this style of operating is not for everyone. If you are primarily optimizing for predictability or a consistently balanced workload, we encourage you to use the interview process to pressure-test whether this environment is truly the right fit. We want teammates who thrive here, not just survive here. If you are excited by meaningful problems, motivated by ambitious goals, and energized by working alongside mission-driven colleagues, there is a good chance you will find TRM to be an exceptional place to grow and contribute.

Leadership Principles

We hire and grow against three leadership principles. They’re the standards for how we operate, treat each other, and make decisions. Impact-Oriented Trailblazer: We put customers first and move with speed, focus, and adaptability. We treat every plan like an experiment – test, ship, measure, and iterate quickly. Master Craftsperson: We care deeply about our craft. We balance speed with high standards, own outcomes end‑to‑end, and invest in getting better everyday. Inspiring Colleague: We add clarity and energy, not noise. We bring humility, candor, and a one‑team mindset — giving and receiving feedback to make the team stronger.

Join our Mission

At TRM, we care deeply about our craft. We are looking for individuals who want their work to matter, who experiment with speed and rigor, and who take pride in building a safer world for billions of people. If you’re excited by TRM’s mission but don’t check every box, we encourage you to apply — we hire for slope, judgment, and the will to learn fast. TRM is a Series C company with $220M in total funding, backed by Goldman Sachs, Bessemer, Y Combinator, Thoma Bravo, and others. Headquartered in San Francisco, TRM operates as a distributed-first company with hubs in Los Angeles, San Francisco, New York, Washington D.C., London, and Singapore.

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. We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via thisform.

If you send your resume directly to someone at TRM, we can’t guarantee it will reach the appropriate hiring team. The application will still be considered if you prior sent through the Talent team or the company’s normal recruitment routes.