Account Director, EMEA (Crypto)

About TRM Labs

TRM Labs supplies AI-driven intelligence platforms designed to assist government agencies and businesses in investigating and preventing criminal activities. Their technology enables tracing illicit operations, assembling comprehensive threat network profiles, and supporting cases. Trusted worldwide, TRM strives to create a safer and more secure environment.

Role Overview

The Account Director for the EMEA Private Sector will actively contribute to TRM's go-to-market efforts in a dynamic environment characterized by numerous fast-moving accounts across varying regulatory landscapes. This role centers on consulting sales, full ownership of the sales process with new and existing accounts, and closing high-value deals in blockchain intelligence and digital assets.

Responsibilities

• Engage with both existing and prospective key stakeholders across the EMEA region, identifying mission-oriented needs, budget responsibilities, decision-makers, influencers, and operational contacts.
• Lead the integration of blockchain intelligence tools into client workflows, acquiring a detailed understanding of customer application of TRM’s solutions to enhance outcomes.
• Manage and coordinate activities to nurture long-term client relationships, facilitate feedback cycles, generate referrals, and oversee renewals, upsells, and expansions.
• Develop and implement strategic plans for the territory that drive achievement of revenue targets, customer retention, and identification of emerging market opportunities.
• Refine expertise in TRM products and industry verticals to enrich every customer interaction from demonstrations to advisory and innovation workshops.
• Capture, prioritize, and advocate for customer insights internally to improve product and service offerings.
• Build a strong client network within the region promoting referrals and continued engagement.

Qualifications

• Minimum of 6 years’ experience selling SaaS solutions, or at least 2 years combined with deep domain knowledge and consulting experience.
• Familiarity with virtual currencies, their application in financial systems, and crypto-native organizations within EMEA, including understanding of workflows, procurement, and organizational structures.
• Proficient in customer presentations and communication with senior executives, building credible rapport.
• Knowledgeable about European AML regulations such as 5AMLD, MiCA, and FATF guidelines as applied to financial institutions and fintechs.
• Effective storytelling skills allowing translation of customer needs into compelling value propositions.
• Strong capacity to maintain and grow a high volume of client accounts rapidly.
• Passionate about client relationship building, uncovering use cases, and driving customer satisfaction through deal closures.
• Adaptability to shifting goals and an autonomous work style with strong execution focus.
• Excellent verbal and written communication skills for conveying complex concepts.
• Collaborative nature, thriving in cross-functional and multicultural environments.

Team Environment

• The team emphasizes collaboration, sharing insights and opportunities via Slack, with regular one-on-one, team, and pod meetings aimed at robust communication and customer mission focus.
• Primary working hours align with the UAE GMT timezone but include staff in UK and Europe, generally 8:00 am to post-5:00 pm with respect for personal time.

Performance Expectations

• Quickly evaluate sales opportunities maintaining a robust pipeline, aiming to add over $500,000 in qualified opportunities monthly for forthcoming quarters.
• Create and launch two new sales campaigns monthly to expedite pipeline development and secure timely sales.
• Maintain and refine strategic sales plans monthly for key existing and prospective Tier 1 clients.

Interview Process

The hiring procedure includes recruiter and hiring manager discussions, skill-focused interviews, a panel interview, reference checks, and a formal offer stage. This process assesses problem-solving, impact delivery, and alignment with organizational values.

Company Culture and Working Style

TRM prioritizes speed, ownership, high standards, and continuous improvement. The environment demands energetic problem-solving amidst ambiguity and rapid change, rewarding initiative and collaboration. AI fluency is essential, with an expectation that all employees leverage AI to enhance their work quality and efficiency.

Additional Information

• Data privacy is maintained in compliance with applicable laws, and candidate information may be retained up to 36 months.
• Use of unauthorized AI tools during hiring interviews is prohibited.
• TRM values diversity and offers accommodations for applicants with disabilities.
• Unsolicited recruitment agency submissions are not accepted.