Account Director, Central Banks & Regulators (EMEA)

TRM Labs; United States; Remote; USD 201,000 - 290,000; Full time

Job summary

TRM Labs is seeking a seasoned Account Director to lead revenue growth across EMEA for AI-powered investigations solutions. You will map central banks, FIUs and regulators, craft strategic plans, and close multi-million deals while collaborating with Legal, Solutions Architecture and Marketing.

You will drive a robust pipeline, manage renewals and expansions, and bring regulator insight back to Product and Policy. Travel across the region is expected.

Qualifications

• 6+ years selling SaaS, data intelligence or investigative solutions into central banks, regulators, FIUs or comparable government accounts in EMEA.
• Existing relationships within EMEA central banks, supervisors or FIUs with senior officials credibility.
• Working knowledge of MiCA, EU AML framework and public sector procurement.
• Hands-on use of AI for account research, planning and call preparation with measurable impact.
• Clear, credible communication with senior executives in person and virtual settings.

Responsibilities

• Map territory central banks, regulators and FIUs and identify key budget holders.
• Close six- and seven-figure deals by building compelling business cases.
• Maintain a 3x qualified pipeline through outreach and collaborations with Marketing.
• Navigate tenders and calls with Solutions Architecture, Legal and Deal Desk.
• Grow live customers via renewals, expansion and referrals; spot expansion signals early.

Skills

SaaS sales

Enterprise sales

Executive communication

Account strategy

Quota attainment

Job description

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 financial institutions detect and disrupt illicit finance, and this role brings that mission to central banks, financial regulators and financial intelligence units across EMEA. You will own the relationships and the revenue in a territory where digital asset supervision is growing fast, setting account strategy and closing six- and seven-figure deals with institutions that have long, careful buying processes. What makes this seat unusual is the chance to shape how TRM serves supervisors as MiCA and the EU AML package reshape their work.

The impact you will have:

• Map your territory’s central banks, supervisors and FIUs, using AI tools to identify budget holders, decision-makers, champions and regulatory triggers so your first outreach reaches the right person.
• Win six- and seven-figure deals by turning each institution’s supervisory and enforcement challenges into a clear business case, with AI-drafted account plans that you sharpen with your own judgment.
• Build and maintain 3x qualified pipeline through targeted outreach, regional events and campaigns with Marketing, and measure what converts.
• Navigate tenders, frameworks and call-offs with Solutions Architecture, Legal and Deal Desk, so each response is accurate and on time.
• Grow live customers through renewals, expansion and referrals, using AI summaries of usage and call notes to spot expansion signals early.
• Bring supervisory and customer insight back to Policy, Product and Marketing so the next release reflects how regulators in your region work.

What we’re looking for:

• 6+ years selling SaaS, data intelligence or investigative solutions into central banks, financial regulators, FIUs or comparable government accounts in EMEA.
• A record of closing six- and seven-figure deals and meeting quota across long, multi-stakeholder cycles.
• Existing relationships within EMEA central banks, supervisors or FIUs, and credibility with senior officials.
• Working knowledge of MiCA, the EU AML framework and how public sector buyers procure.
• Hands-on use of AI for account research, planning and call preparation, with clear examples of time or revenue gained.
• Credible, clear communication with senior executives, in person and virtually, and a knack for storytelling.
• Fluent English; additional European languages are a plus.
• Based in France, Belgium, Spain, Netherlands, willingness to travel regularly across the region.

About the Team:

• TRM’s EMEA Sales team gives each Account Director real ownership of a territory and the room to choose how to win it.
• The team is fast-paced, positive and collaborative, with shared pipeline insight and open sharing of what works.
• The work is hard in a useful way: senior public sector buyers, several countries, long procurement cycles, and a category that is new to many supervisors.
• You will work with Partnerships, Legal, Marketing, Policy and Product, who move quickly to back your deals.

Learn about TRM Speed in this position:

• Within your first 30 days, you profile and stack-rank every central bank, regulator and FIU in your territory and start outreach to the top tier, so pipeline grows before onboarding ends.
• When a regulator sends an urgent request late on a Friday for a same-day conversation and demo, you and TRM’s Solutions team make it happen that day.
• When a government RFx lands with only a few days to respond, you rally Solutions Architecture and Deal Desk to deliver a high-quality response on time.

Team Operating Rhythms:

• Distributed, not distant: the team works across UK and CET time zones, with occasional later calls for US-EMEA opportunities.
• 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 fortnightly pod calls.
• Company-wide all-hands and founder Q&A sessions keep everyone connected to the mission.

Required online and collaboration hours:

Schedule: UK and CET core hours, with flexibility for occasional US-EMEA calls.

Interviewing with TRM

• Recruiter Intro: Qualifications, motivations, and alignment with the role.
• Hiring Manager: Deep dive into your relevant experience, skills, and impact.
• First Round: 1–2 interviews focused on the skills most critical to the role.
• Final Round: Hands-on case study. This is usually a panel-style session where we go deeper into your craft, problem-solving, and alignment with TRM.
• References: Former colleagues who can provide insight into your work and impact.
• Offer: Congrats! Your recruiter will present the offer and compensation details.
• Welcome to TRM: We’re excited to build a safer world with you!

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 Francis