Account Director , EMEA (Crypto)

TRM Labs

13d•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. 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.

Requirements

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.
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.

Nice To Haves

We hire for slope, judgment, and the will to learn fast.

Responsibilities

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.
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.
Develop two new sales campaigns each month to accelerate pipeline growth, with a focus on generating in-quarter opportunities.
Regularly update and evaluate a strategic sales plan for all Tier 1 current customers and identify potential Tier 1 prospects on a monthly basis.