Account Director, EMEA (Crypto)

TRM Labs; United States; Remote; USD 120,000 - 180,000; Full time

Job summary

TRM Labs in the United States is seeking a high-impact Sales Account Director to drive the go-to-market strategy for the EMEA Private Sector market and close six- to seven-figure deals with cross-border complexity.

You will own the sales cycle end-to-end, nurture executive relationships, and translate blockchain intelligence capabilities into customer value, while collaborating across product, marketing, and services to expand TRM’s footprint.

Qualifications

• 6+ years of experience selling SaaS products or 2+ years with domain expertise and consulting background.
• Familiarity with virtual currencies, crypto applications, and financial networks.

Responsibilities

• Identify and engage key stakeholders within the territory and map decision makers, budget holders, and influencers.
• Lead the implementation of blockchain intelligence into customer workflows to drive adoption and outcomes.
• Own the end-to-end sales process, including renewals, upsells, cross-sells and expansions with enterprise clients.
• Develop strategic territory plans to hit revenue, churn, and growth targets across diverse markets in EMEA.
• Build subject-matter expertise to enrich demonstrations, trials, and advisory sessions.

Skills

SaaS sales

Crypto knowledge

Executive stakeholder management

Cross-cultural collaboration

Storytelling & value prop

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.

The Sales Account Director will join a team driving TRM’s go-to-market strategy in the EMEA Private Sector market. This is a high-paced role, with a large volume of accounts that move quickly across diverse markets and regulatory environments.

We're looking for a customer-obsessed, consultative salesperson to own the entire sales process with new and existing customers. This person will be knowledgeable about blockchain intelligence and digital assets, and feel comfortable navigating complex, multi-country processes to close six and seven-figure deals.

THE IMPACT YOU WILL HAVE:

• Connect with current and net new key stakeholders within your EMEA territory and identify what matters to them: potential mission applications, budget holders, decision-makers, influencers, and process owners.
• Spearhead the implementation of blockchain intelligence into customer workflows, driving towards an intimate understanding of how EMEA customers apply TRM’s tooling and data to proactively improve their success.
• Own, plan, execute, and/or quarterback activities to nurture client relationships, feedback loops, referrals, renewals, upsells, cross-sells, and expansions.
• Create and execute strategic plans for your territory to ensure company goals are met across key revenue and churn metrics while also uncovering new growth opportunities in diverse EMEA markets.
• Hone TRM product and customer vertical subject matter expertise to enrich every stage of the sales process—from demonstrations to trials to customer advisory sessions and innovation workshops.
• Proactively gather and prioritize customer feedback and champion it within TRM.
• Develop a roster of happy customers across the region who will refer new prospects, champion TRM, and provide crucial feedback.

WHAT WE’RE LOOKING FOR:

• At least 6+ years of experience selling SaaS products, or 2 years’ experience accompanied with expert customer domain and mission knowledge and a background in consulting.
• Experience with virtual currencies, applications, and their use in financial networks.
• Strong knowledge of crypto-native organizations as well as their workflows, procurement processes, and organizational structures, particularly in EMEA.
• Strong customer-facing presentation/listening skills with the ability to establish credibility with senior executives.
• Familiarity with the European AML regulatory framework (e.g., 5AMLD, MiCA, FATF guidelines) and its application in financial institutions and fintechs.
• A knack for storytelling—you understand customer needs and can build and convey compelling value propositions.
• Ability to operate a large volume of accounts that develop quickly.
• Excitement or fulfillment through developing meaningful client relationships, identifying new use cases, obsessing over customer happiness, meeting new contacts within accounts, and closing deals.
• Adaptable—goals can change fast. You anticipate and react quickly.
• Autonomous—you own what you work on, move fast, and get things done.
• Excellent communication skills to convey complex ideas effectively.
• Collaborative—you thrive working cross-functionally and across diverse cultures and organizational levels.

About the Team:

• Our team thrives on collaboration, always looking out for each other by sharing opportunities and competitive insights. We actively exchange ideas and strategies to boost each other's sales efforts. Communication is key, and we primarily use Slack, making sure to @mention colleagues for timely responses. Our routine includes weekly 1-on-1 meetings with managers, bi-weekly team meetings, and monthly Pod meetings with the broader support organization. Above all, we prioritize our customers' missions, and this dedication is reflected in every aspect of our TRM life.
• Our team predominantly operates in the UAE GMT timezone, with some members in UK & Europe. We start our day around 8:00 am and typically finish after 5:00 pm. While we may work beyond standard hours when necessary, we deeply respect family time and strive not to intrude on it. We're committed to contributing whenever needed, ensuring our team's success isn't confined to a 40-hour workweek.

Learn about TRM Speed in this position:

• Rapid Opportunity Assessment: You'll swiftly qualify or disqualify opportunities to ensure a strong, future-focused pipeline. Your goal is to add more than $500k in qualified pipeline each month, targeting next quarter and beyond.
• Sales Campaigns: You'll develop two new sales campaigns each month to accelerate pipeline growth, with a focus …