Account Manager - APAC Private Sector

Overview

At TRM Labs, our mission is to create a safer world by delivering AI-driven intelligence tools that empower agencies and corporations to investigate and prevent crime effectively. Our platforms help track illicit activities, build legal cases, and map threat landscapes, trusted globally by leading institutions.

Role Summary

We are expanding our Private Sector team across the APAC region, and this position plays a pivotal role in that growth. As an Account Manager focused on APAC's private sector, you will manage a portfolio comprising financial institutions, crypto enterprises, and other private clients. Your responsibility spans the entire post-sale journey including onboarding, renewal, and expansion. This role demands high autonomy, the ability to work in a fast-paced setting, and a talent for building trusted client relationships that convert renewals into growth opportunities.

Key Responsibilities

• Increase net retention and drive account expansion by recognizing upselling opportunities, prioritizing clients, and identifying renewal risks promptly.
• Manage all aspects of renewals and expansions, handling negotiations through to closure with clear quota responsibilities.
• Equip yourself extensively with each account’s unique business objectives, compliance standards, regulatory landscape, and growth potential before every customer interaction.
• Establish and nurture strong connections with stakeholders at various levels within each account, ensuring ongoing engagement and continuity.
• Accurately maintain pipeline and forecast data using Salesforce for transparency on account health and upcoming renewal and growth prospects.
• Collaborate effectively with Sales, Customer Success, Product, and Solution Architecture teams to translate user feedback into insights and highlight key trends within your portfolio.
• Cultivate a satisfied customer base that consistently renews, grows, and advocates for TRM’s services.

Qualifications

• Minimum 3 years’ experience in Account Management, Customer Success, or related SaaS post-sales roles, preferably within APAC’s private sector.
• Proven expertise in managing commercial renewals and growth conversations, including quota accountability.
• Capability to engage across APAC markets, building rapport with diverse customers and navigating local regulatory frameworks.
• Knowledge or strong aptitude regarding financial crime compliance fields such as AML, sanctions, KYC, fraud, or cryptocurrency compliance.
• Experience managing multiple accounts simultaneously, prioritizing effectively under tight deadlines.
• Strong customer engagement skills to build trust with senior and operational stakeholders.
• Effective communication skills to actively listen, align next steps, and ensure thorough follow-through.
• Proficiency with CRM tools like Salesforce, including disciplined pipeline management and forecasting.
• Highly self-driven and responsible, with the initiative to act independently and deliver results without needing direction.
• Adaptability and resilience in a dynamic environment with shifting priorities and customer needs.
• Collaborative mindset to work productively across cross-functional teams.

About the Team and Work Environment

The APAC Private Sector commercial team embraces autonomy and regional expertise. Collaboration occurs through Slack and asynchronous documentation, with an emphasis on direct communication, thorough documentation, and rapid yet trusted action. The role involves coordinating with teams across APAC, EMEA, and the US, requiring flexibility to manage responsibilities across multiple time zones.

Onboarding and Performance Expectations

• Immediately upon joining, you will begin mapping your accounts to gain clarity on their status and opportunities.
• Risks related to renewals are proactively flagged and addressed with appropriate internal support to mitigate potential issues swiftly.
• Growth prospects are quickly qualified and acted upon to drive account expansion.
• Patterns in customer feedback are summarized and shared with relevant teams for continuous improvement.

Culture and Work Style

TRM operates with a high-velocity mindset focused on ownership, clarity, and results. This environment demands comfort with ambiguity, frequent adjustment to priorities, and collaborative problem-solving. The role is designed for individuals who thrive on high-impact challenges, value speed coupled with quality, and are motivated by meaningful contributions toward global security.

Leadership Principles

• Impact-Oriented Trailblazer: Customer-first approach with speed, adaptability, and iterative experimentation.
• Master Craftsperson: Commitment to excellence, ownership of outcomes, and continuous self-improvement.
• Inspiring Colleague: Clear, honest communication that fosters team cohesion and growth.

Additional Information

TRM values AI fluency as essential, expecting team members to meaningfully leverage AI for enhancing workflows, problem-solving, and output quality. Transparency about how candidate data is processed and retained is provided according to privacy regulations. Applicants with disabilities can request accommodations. Unsolicited resumes from recruitment agencies are not accepted.