Sales Account Director, EMEA Private Sector

TRM Labs Inc.

Job Overview

Location

EMEA

Job Type

Full-time

Full Job Description

📋 Description

• As a Sales Account Director for EMEA Private Sector at TRM Labs, you will play a pivotal role in advancing the company’s mission to build a safer world by driving blockchain intelligence adoption across financial institutions, fintechs, and crypto-native organizations in one of the most dynamic and regulated markets globally. Your work will directly contribute to disrupting crypto-related fraud and financial crime by enabling customers to trace illicit funds, build investigative cases, and strengthen their compliance and security postures.
• You will own the full sales lifecycle for new and existing accounts across the EMEA region, managing a high-volume pipeline of opportunities that move quickly through diverse regulatory and cultural landscapes. This role demands a consultative, customer-obsessed approach where you act as a trusted advisor, aligning TRM’s AI-powered blockchain analytics solutions with clients’ strategic missions in anti-money laundering, fraud detection, and risk management.
• Day to day, you will: identify and engage key stakeholders including mission owners, budget holders, decision-makers, and influencers within target accounts; spearhead the integration of TRM’s blockchain intelligence tools into customer workflows to demonstrate tangible value in proactive threat detection and case building; nurture long-term relationships through structured feedback loops, referral programs, renewals, upsells, and cross-sells to maximize customer lifetime value; develop and execute territory-specific strategic plans aligned with company revenue and churn goals while uncovering new growth avenues in emerging EMEA markets; deepen your expertise in TRM’s product suite and vertical-specific use cases to enrich demos, trials, advisory sessions, and innovation workshops; proactively gather, prioritize, and advocate for customer feedback within TRM to influence product roadmap and go-to-market strategy; cultivate a network of referenceable customers who champion TRM and drive organic growth through advocacy and referrals.
• The EMEA Private Sector sales team operates with a high degree of autonomy, collaboration, and mission focus, leveraging tools like Slack for real-time communication and maintaining a rhythm of weekly 1-on-1s, bi-weekly team syncs, and monthly Pod meetings with cross-functional support. The team thrives on shared insights, competitive intelligence, and collective ownership of customer success, all grounded in a commitment to enabling safer financial ecosystems through cutting-edge technology.
• In this role, you will develop mastery in consultative sales within the complex intersection of blockchain, AI, and financial regulation; sharpen your ability to navigate multi-jurisdictional sales cycles involving legal, compliance, and technical stakeholders; become a subject matter expert in European AML frameworks such as 5AMLD, MiCA, and FATF guidelines as they apply to fintechs and virtual asset service providers; build a track record of closing six- and seven-figure deals while contributing to a pipeline that delivers over $500k in qualified opportunities monthly; and grow as a leader who balances speed with impact, embraces ambiguity, and drives outcomes through ownership, adaptability, and cross-functional collaboration—all while advancing a mission that protects billions from financial harm in the digital age.

🎯 Requirements

• Minimum of 6+ years of experience selling SaaS solutions, or 2 years of sales experience combined with deep domain expertise in customer missions (e.g., financial crime prevention, compliance) and a background in consulting.
• Proven experience selling into or working with virtual currency ecosystems, including understanding of crypto-native organizations, their workflows, procurement processes, and organizational structures, particularly within the EMEA region.
• Strong familiarity with European AML regulatory frameworks such as 5AMLD, MiCA, and FATF guidelines, and the ability to apply this knowledge in financial institution and fintech contexts to drive relevant value propositions.

🏖️ Benefits

• Opportunity to work on a mission-driven product that combats financial crime and enhances global security through blockchain analytics and AI.
• High-impact, fast-paced environment where innovation, ownership, and rapid iteration are valued and rewarded.
• Access to a globally distributed team with hubs in key financial centers including London, New York, San Francisco, and Singapore, enabling cross-cultural collaboration and career growth.
• Exposure to cutting-edge AI and blockchain technologies, with an expectation and support for developing AI fluency as a core competency.
• Comprehensive leadership culture built on three principles: Impact-Oriented Trailblazer, Master Craftsperson, and Inspiring Colleague, fostering personal and professional development.
• Backed by top-tier investors including Blockchain Capital, Goldman Sachs, Bessemer, Y Combinator, and Thoma Bravo, with $220M in total funding, ensuring stability and long-term growth potential.

Skills & Technologies

React

Onsite

Degree Required

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TRM Labs Inc.

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About TRM Labs Inc.

TRM Labs Inc. is a San Francisco-based blockchain intelligence company founded in 2018. It provides compliance, risk management, and investigative tools for cryptocurrency and digital assets, serving financial institutions, law-enforcement agencies, and crypto businesses. The platform analyzes on-chain data to detect fraud, money laundering, and sanctions violations, helping clients meet regulatory requirements across jurisdictions. Its suite includes real-time transaction monitoring, case management, and threat intelligence, leveraging machine-learning models to trace funds across multiple blockchains. TRM Labs has raised funding from investors including Bessemer Venture Partners and PayPal Ventures.

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