Account Director, Private Sector (CEE & Central Asia)

TRM Labs; United States; Remote; USD 82,000 - 134,000; Full time

Job summary

TRM Labs is seeking a driven Account Director to own the Private Sector business in CEE and Central Asia from Poland, with regular regional travel. You will build and close a mix of quick wins and strategic deals, shaping go-to-market with local partners and AI-assisted research.

In this high-ownership role, you’ll craft 3x quarterly pipeline plans, engage banks, payment firms, and fintechs, and align product and marketing with regional needs.

Qualifications

• 5+ years selling SaaS or data products into banks, payment firms, crypto or fintechs in CEE or Central Asia, or 4+ years with deep AML and financial crime expertise, plus experience using AI tools to research and prioritize accounts.
• Record of closing quick deal cycles and strategic engagements meeting quota with AI-supported forecasting and pipeline reviews.
• Knowledge of regional AML and sanctions frameworks and how compliance, risk, and procurement teams buy.
• Hands-on use of AI for prospecting, account planning, and call preparation with concrete examples.
• Experience building pipeline in a new territory using human networks and AI-assisted tools.

Responsibilities

• Open new private sector accounts across CEE and Central Asia with internal/external stakeholders for commercial execution.
• Win a mix of quick deals and strategic engagements by turning AML/fraud pain points into a business case with AI-drafted plans.
• Own and define a 3x qualified pipeline each quarter through targeted campaigns and AI-assisted segmentation.
• Decide market entry approaches (direct, resellers, regional partners) with AI-assisted analysis of data.
• Grow existing customer engagements through renewals, upsells, and new use cases.
• Provide customer/regulatory insights to Product and Marketing to align releases with regional needs.

Skills

SaaS sales

Financial crime AML

AI-assisted prospecting

Account planning

Negotiation skills

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 financial institutions detect and stop illicit finance, and this role brings that mission to private sector clients including banks, payment providers, crypto natives and fintechs across Central & Eastern Europe and Central Asia. You will own the Private Sector business in a territory where TRM is building coverage, setting account strategy and strategic deals with compliance and risk leaders. What makes this seat unusual is a large greenfield territory plus the freedom to shape your own go-to-market with local partners and AI-assisted research.

The impact you will have:

• Open new private sector accounts across CEE and Central Asia. Working with internal and external stakeholders to build effective networks to deliver commercial execution of TRM's services to leading private sector organisations across the region.

• Win a mixture of high velocity and larger more strategic engagements, by turning AML and fraud pain points into a clear business case, with AI-drafted account plans and proposals that you sharpen with your own market judgment.

• Own and define the model to build a 3x qualified pipeline each quarter through targeted campaigns, using AI-assisted segmentation and local-language messaging, and measure what converts.

• Decide how TRM enters each market, choosing between direct selling, resellers, and regional partners, and back each choice with AI-assisted analysis of account data.

• Grow strategic existing customers engagements through renewals, upsells, and new use cases.

• Bring customer and regulatory insight back to Product and Marketing so the next release matches how banks in your region actually work.

What we’re looking for:

• 5+ years selling SaaS or data products into banks, payment firms, crypto or fintechs in CEE or Central Asia, or 4+ years with deep AML and financial crime expertise, plus experience using AI tools to research and prioritize accounts.

• A record of closing a mixture of quick deal cycle and strategic longer term, higher value engagements and meeting quota, with AI-supported forecasting and pipeline reviews.

• Working knowledge of regional AML and sanctions frameworks and how compliance, risk, and procurement teams buy.

• Hands-on use of AI for prospecting, account planning, and call preparation, with clear examples of time or revenue gained.

• Experience building pipeline in a new territory, forming human lead networks and AI-assisted tools to test and measure what works.

• Credible, clear communication with senior compliance and risk executives, in person and virtually, including AI-assisted preparation for each meeting.

• Fluent English; Russian or a CEE relevant language is a strong plus.

• Based in Poland and 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: regulated buyers, several countries, long procurement cycles, and a product category that is still new to many banks.

• You will work with RevOps, Marketing, Legal, Product, and Solutions Architecture, who move quickly to back your deals.

Learn about TRM Speed in this position:

• Within your first 30 days, you rank every target bank and fintech in your territory and start outreach to the top tier, so pipeline grows before onboarding ends.

• When a compliance leader asks for a demo late on a Friday, you and TRM's Solutions team deliver it that day, turning a warm inquiry into a scheduled evaluation by Monday.

• Within 90 days, you build qualified pipeline worth at least 3x your quota, backed by an account plan for every Tier 1 target.

Team Operating Rhythms:

• Distributed, not distant: the team works across UK and CET time zones, with flexibility for Central Asia hours and 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 overlapping CET, with flexibility for Central Asia hours and occasional US 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!

Your recruiter will share your specific interview plan and preparation guidance along the way.

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 Co., 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.

Privacy Policy and Additional Information

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Because our hiring cycles for certain positions may span 24 to 36 months, we retain your personal information for up to 36 months from the date of your application. After that period, your data is deleted unless a different retention period is required or permitted by law.

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The use of AI tools of any kind (including but not limited to notetakers, interview assistants, and real-time coaching tools such as Otter.ai, Fireflies, Fathom, Cluey, or similar) during TRM interviews is not permitted without prior approval . TRM uses its own internal tools for note-taking to ensure a consistent and confidential experience for all candidates.

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