Account Director, Public Sector (Eastern Europe)

Build a Safer World.

TRM Labs provides blockchain analytics and AI solutions to help law enforcement and national security agencies, financial institutions, and cryptocurrency businesses detect, investigate, and disrupt crypto-related fraud and financial crime. TRM’s blockchain intelligence and AI platforms include solutions to trace the source and destination of funds, identify illicit activity, build cases, and construct an operating picture of threats. TRM is trusted by leading agencies and businesses worldwide who rely on TRM to enable a safer, more secure world for all.

The Sales Account Director, Eastern Europe will build and lead TRM’s National Security, Law Enforcement, and Defense go‑to‑market strategy across the region. Your goal will be to establish, expand, and deepen TRM’s foothold with mission‑critical public‑sector security stakeholders.

We’re looking for a customer‑obsessed, consultative salesperson who can own the entire sales process with new and existing customers. This person will bring deep domain expertise, operate with urgency across a distributed region, and feel comfortable navigating complex national security procurement cycles to close six‑ and seven‑figure enterprise deals.

The Impact You Will Have Here

• Account Mapping – Connect with all key Law Enforcement, National Security, and Defense stakeholders across Eastern Europe. Identify mission priorities, investigative use cases, procurement pathways, budget holders, decision‑makers, influencers, and operational workflows.
• Prospecting – Discover and engage new agencies, units, and mission partners in your territory. Uncover high‑value use cases, identify strategic gaps you can solve, and rapidly build pipeline in alignment with regional security needs.
• Nurturing – Own, plan, execute, and quarterback relationship‑building activities across the customer lifecycle—feedback loops, referrals, renewals, upsells, cross‑sels, expansion motions, and agency wide partnerships.
• Account Planning – Create and execute scalable territory and account strategies that drive new revenue, reduce churn risk, uncover new regional opportunities, and expand TRM’s footprint across the Eastern European security ecosystem.
• Product + Subject Matter Expertise – Develop deep mastery of TRM’s blockchain investigation, AML, and analytics products and the mission landscape across Eastern Europe. Enrich every stage of the sales process—from tailored demonstrations to trials, advisory sessions, and mission‑driven innovation workshops.
• Customer Advocacy – Proactively gather, prioritize, and articulate mission‑critical customer feedback. Champion insights internally to Product, Engineering, Intelligence, and Leadership to ensure TRM continues to deliver high‑impact solutions for the region.
• Loyalty – Build a roster of high‑trust, referenceable customers—agencies and operators who champion TRM, refer new prospects, and collaborate with us to advance national level mission outcomes.

What We’re Looking For

• 10+ years of enterprise sales experience, ideally selling SaaS or intelligence solutions into National Security, Defense, or Law Enforcement customers.
• 5+ years working directly in or selling into Eastern European National Security, Defense, or Law Enforcement communities, with deep understanding of workflows, missions, and procurement structures.
• Strong customer‑facing presence; able to establish credibility quickly with senior government, intelligence, and law enforcement leaders.
• A consultative storyteller—able to understand complex mission needs and build compelling, value‑led propositions.
• Adaptable; comfortable navigating shifting priorities, responding to regional dynamics, and operating with TRM Speed.
• Autonomous, collaborative, and an excellent communicator, especially across distributed teams and remote environments.
• Comfortable owning full‑cycle enterprise deals, from pipeline generation through negotiation and close.

About The Team

• TRM's EMEA Sales Team has a fast paced, positive and open culture. Team members are given a high degree of responsibility and autonomy so that they can decide the best way to deliver against goals. The team works positively together and you can expect a lot of help and support from both your teammates and your manager - who tries to make himself super available to assist you with questions, problems or at customer meetings. The team gets together for calls regularly including a weekly team call, a weekly pipeline call, a weekly forecast call and fortnightly pod calls. In addition TRM runs regular "all hands" and "found AMA" calls so that everyone feels connected to the wider team and mission. Slack is the main tool that is at the center of all asynchronous and synchronous communication.
• The EMEA Sales team works UK and CET time. However there might be some requirement for later calls with East and West Coast US when working on complex opportunities.

Learn About TRM Speed In This Position

• TRM receives an urgent lead from a prospect at 3:30PM on a Friday, they would like to speak to somebody in detail about their requirements, TRM’s product and would like to see a demo today.
• Within your first month you will need to profile and stack rank all prospects and customers in your territory and start an outreach program yourself and with your SDR all whilst completing TRM’s onboarding and training.
• TRM receives a customer RFx late from a partner. It looks perfect for us, but we only have 3 days to respond. Rally your virtual team’s resources to provide a high quality, detailed response that satisfies the customer.

Life at TRM

We are building a safer world. That promise shows up in how we work every day.

TRM runs fast. Really fast. We’re a high‑velocity, high‑ownership team that expects clarity, follow‑through, and impact. People who thrive here are energized by hard problems, experimentation, and direct feedback. If something takes months elsewhere, it often ships here in days.

That pace isn’t for everyone. If you are optimizing primarily for consistent work‑life balance, use the interview process to pressure‑test fit. We want teammates who thrive here, not just survive here.

AI Fluency at TRM

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

You will be evaluated on applied AI fluency during the interview process.

Leadership Principles

• Impact‑Oriented Trailblazer: We put customers first and move with speed, focus, and adaptability. We treat every plan like an experiment – test, ship, measure, and iterate quickly.
• Master Craftsperson: We care deeply about our craft. We balance speed with high standards, own outcomes end‑to‑end, and invest in getting better everyday.
• Inspiring Colleague: We add clarity and energy, not noise. We bring humility, candor, and a one‑team mindset — giving and receiving feedback to make the team stronger.

Interviewing at TRM: How We Hire and What Success Looks Like

This work has real stakes. Depending on your role at TRM, your week might look like:

• Driving critical investigations that can’t wait for typical business hours.
• Shipping products in days when others would schedule quarters.
• Partnering with teams across time zones to deliver insights while the story is still unfolding.
• Building new solutions from first principles when the playbook doesn’t yet exist.
• Protecting victims and customers by tracing illicit activity and disrupting criminal networks.

Join our Mission

At TRM we care deeply about our craft. We are looking for individuals who want their work to matter, who experiment with speed and rigor, and who take pride in building a safer world for billions of people. If you’re excited by TRM’s mission but don’t check every box, we encourage you to apply — we hire for slope, judgment, and the will to learn fast.

TRM is a Series C company with $220M in total funding, backed by Blockchain Capital, Goldman Sachs, Bessemer, Y Combinator, Thoma Bravo, and others. Headquartered in San Francisco, TRM operates as a distributed‑first company with hubs in Los Angeles, San Francisco, New York, Washington D.C., London, and Singapore.

Recruitment agencies

TRM Labs does not accept unsolicited agency resumes. Please do not forward resumes to TRM employees. TRM Labs is not responsible for any fees related to unsolicited resumes and will not pay fees to any third‑party agency or company without a signed agreement.