Account Director - Public Sector (Middle East)

TRM Labs

26d•Remote

About The Position

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 for the Middle East Public Sector will join a team driving TRM’s go-to-market strategy across the region. Their mission is to expand and deepen TRM’s presence with government, regulatory, and law enforcement stakeholders who are combating financial crime and building resilient digital asset ecosystems. We’re looking for a mission-driven, consultative salesperson who is customer-obsessed and capable of navigating complex public sector environments. This individual will own the entire sales process — from prospecting to closing — and bring strong fluency in blockchain intelligence and government procurement processes to secure multi-year, high-impact partnerships.

Requirements

8+ years of SaaS or technology sales experience, ideally within public sector, government, or regulatory environments in the Middle East.
Strong understanding of government workflows, public procurement processes, and the missions of regulatory and enforcement bodies related to financial crime or digital assets.
Proven ability to engage senior government and policy stakeholders, establish trust, and shape strategic technology partnerships.
Familiarity with Anti-Money Laundering (AML), Counter-Terrorist Financing (CTF), and sanctions frameworks is strongly preferred.
Ability to articulate complex value propositions clearly and persuasively to diverse audiences.
A “farmer” mindset — energized by developing long-term partnerships, discovering new use cases, and driving customer success.
Comfortable navigating ambiguity and evolving priorities in fast-changing policy and technology landscapes.
Self-directed and proactive; owns outcomes end-to-end.
Works effectively with cross-functional teams (product, policy, engineering, and customer success) to deliver customer value.
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.
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.

Nice To Haves

Experience with blockchain, virtual currencies, or financial intelligence tools is a plus.

Responsibilities

Build and nurture trusted relationships with key stakeholders across ministries, central banks, regulators, and law enforcement agencies.
Understand their missions, priorities, decision-makers, influencers, and procurement pathways.
Spearhead the integration of blockchain intelligence solutions into customer workflows, often for the first time, ensuring TRM becomes an indispensable partner in advancing their mandates.
Own, plan, execute, and quarterback relationship activities — from feedback loops and renewals to expansions, upsells, and cross-functional initiatives that drive long-term adoption.
Create and execute a strategic plan for your territory that delivers on key revenue, growth, and retention goals while uncovering new opportunities across emerging markets in the Middle East.
Deepen your expertise in TRM’s product and the regional regulatory environment to deliver value at every stage of the sales process — from discovery and demos to advisory sessions and innovation workshops.
Act as the customer’s advocate within TRM, proactively gathering and prioritizing feedback to influence product strategy and roadmap.
Build a portfolio of highly satisfied customers who champion TRM within their networks and across regional forums.
Secure 8+ discovery meetings across at least 5 distinct ministries/agencies in 30 days; complete stakeholder maps and next-steps.
Produce Arabic/English customer-facing one-pagers or workshop briefs within 5 business days of request.
Run at least 1 “innovation workshop” per month with a priority agency.

Benefits

TRM moves quickly. 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.
Priorities and targets to change quickly as we experiment and iterate
Work that often requires 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
Meaningful problems
Ambitious goals
Working alongside mission-driven colleagues
Series C company with $220M in total funding
Backed by Blockchain Capital, 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.