Account Director, EMEA (Crypto)

As an Account Director for EMEA at TRM Labs, you own the entire sales process with new and existing customers in the private sector market across Europe, the Middle East, and Africa. You'll work with a large volume of accounts that move quickly across diverse markets and regulatory environments, building relationships with stakeholders who need blockchain intelligence and digital asset investigation solutions.

What you'll do

• Connect with current and net new key stakeholders within your EMEA territory to understand their needs, identify budget holders and decision-makers, and uncover potential mission applications.
• Spearhead the implementation of blockchain intelligence into customer workflows, developing an intimate understanding of how EMEA customers apply TRM's tooling and data to improve their operations.
• Own, plan, execute, and quarterback activities to nurture client relationships, including feedback loops, referrals, renewals, upsells, cross-sells, and expansions.
• Create and execute strategic plans for your territory to meet company goals across key revenue and churn metrics while uncovering new growth opportunities across diverse EMEA markets.
• Develop deep subject matter expertise in TRM products and customer verticals to enrich every stage of the sales process, from demonstrations to trials to advisory sessions and innovation workshops.
• Proactively gather and prioritise customer feedback and champion it internally within TRM.
• Develop a roster of satisfied customers across the region who will refer new prospects, champion TRM, and provide ongoing feedback.
• Rapidly assess and qualify or disqualify opportunities to ensure a strong pipeline, adding more than $500k in qualified pipeline each month.
• Develop two new sales campaigns each month to accelerate pipeline growth, focusing on generating in-quarter opportunities.
• Regularly update and evaluate strategic sales plans for all Tier 1 current customers and identify potential Tier 1 prospects on a monthly basis.

What you bring

• At least 6+ years of experience selling SaaS products, or 2 years of experience paired with expert customer domain and mission knowledge and a consulting background.
• Experience with virtual currencies, applications, and their use in financial networks.
• Strong knowledge of crypto-native organisations, their workflows, procurement processes, and organisational structures, particularly in EMEA.
• Strong customer-facing presentation and listening skills with the ability to establish credibility with senior executives.
• Familiarity with the European AML regulatory framework, including 5AMLD, MiCA, and FATF guidelines, and their application in financial institutions and fintechs.
• The ability to build compelling value propositions by understanding customer needs and telling relevant stories.
• Capacity to manage a large volume of accounts that develop quickly.
• Genuine excitement about developing meaningful client relationships, identifying new use cases, and closing deals.
• Adaptability to changing goals and the ability to anticipate and react quickly.
• Autonomy and ownership, moving fast and getting things done without extensive oversight.
• Excellent communication skills to convey complex ideas effectively.
• Collaborative mindset, thriving when working cross-functionally and across diverse cultures and organisational levels.
• Applied AI fluency, using AI to accelerate workflows, structure problems, improve output quality, and increase speed and leverage in your role.

What we offer

• A role based primarily in the UAE GMT timezone, with some team members in the UK and Europe. The team typically starts around 8:00 am and finishes after 5:00 pm, with flexibility when necessary while respecting personal and family time.
• A distributed-first working environment with hubs in Los Angeles, San Francisco, New York, Washington D.C., London, and Singapore.

About TRM Labs

TRM Labs provides AI-powered intelligence solutions that help public and private sector agencies investigate and disrupt crime. The company enables investigators to trace illicit activity, build cases, and construct operating pictures of threat networks. TRM is a Series C company with $220M in total funding, backed by Goldman Sachs, Bessemer, Y Combinator, Thoma Bravo, and others.