Strategic Public Sector Account Director Middle East

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 for the Middle East Public Sector will join a team driving TRM’s go-to-market strategy across the region. Their mission is to expand and deepen TRM’s presence with government , regulatory, and law enforcement stakeholders who are combating financial crime and building resilient digital asset ecosystems. We’re looking for a mission-driven, consultative salesperson who is customer-obsessed and capable of navigating complex public sector environments. This individual will own the entire sales process — from prospecting to closing — and bring strong fluency in blockchain intelligence and government procurement processes to secure multi-year, high-impact partnerships. The Impact You Will Have Build and nurture trusted relationships with key stakeholders across ministries, central banks, regulators, and law enforcement agencies. Understand their missions, priorities, decision-makers, influencers, and procurement pathways. Spearhead the integration of blockchain intelligence solutions into customer workflows, often for the first time, ensuring TRM becomes an indispensable partner in advancing their mandates. Own, plan, execute, and quarterback relationship activities — from feedback loops and renewals to expansions, upsells, and cross-functional initiatives that drive long-term adoption. Create and execute a strategic plan for your territory that delivers on key revenue, growth, and retention goals while uncovering new opportunities across emerging markets in the Middle East. Deepen your expertise in TRM’s product and the regional regulatory environment to deliver value at every stage of the sales process — from discovery and demos to advisory sessions and innovation workshops. Act as the customer’s advocate within TRM, proactively gathering and prioritizing feedback to influence product strategy and roadmap. Build a portfolio of highly satisfied customers who champion TRM within their networks and across regional forums. What We’re Looking For Experience: 8+ years of SaaS or technology sales experience, ideally within public sector, government, or regulatory environments in the Middle East. Domain Fluency: Strong understanding of government workflows, public procurement processes, and the missions of regulatory and enforcement bodies related to financial crime or digital assets. Consultative Selling: Proven ability to engage senior government and policy stakeholders, establish trust, and shape strategic technology partnerships. Regulatory Knowledge: Familiarity with Anti-Money Laundering (AML), Counter-Terrorist Financing (CTF), and sanctions frameworks is strongly preferred. Storytelling & Influence: Ability to articulate complex value propositions clearly and persuasively to diverse audiences. Relationship Builder: A “farmer” mindset — energized by developing long-term partnerships, discovering new use cases, and driving customer success. Adaptable & Agile: Comfortable navigating ambiguity and evolving priorities in fast-changing policy and technology landscapes. Autonomous & Accountable: Self-directed and proactive; owns outcomes end-to-end. Collaborative: Works effectively with cross-functional teams (product, policy, engineering, and customer success) to deliver customer value. Technical Aptitude: Experience with blockchain, virtual currencies, or financial intelligence tools is a plus. About The Team Our team thrives on collaboration, always looking out for each other by sharing opportunities and competitive insights. We actively exchange ideas and strategies to boost each other's sales efforts. Communication is key, and we primarily use Slack, making sure to @mention colleagues for timely responses. Our routine includes weekly 1-on-1 meetings with managers, bi-weekly team meetings, and monthly Pod meetings with the broader support organization. Above all, we prioritize our customers' missions, and this dedication is reflected in every aspect of our TRM life. Learn About TRM Speed In This Position First 30-day customer access: Secure 8+ discovery meetings across at least 5 distinct ministries/agencies in 30 days; complete stakeholder maps and next-steps. Produce Arabic/English customer-facing one-pagers or workshop briefs within 5 business days of request. Run at least 1 “innovation workshop” per month with a priority agency. Life at TRM We are building a safer world. That promise shows up in how we work every day. TRM moves quickly. We are a high velocity, high ownership team that expects clarity, follow-through, and impact. People who thrive here are energized by hard problems, experimentation, and continuous feedback. If something takes months elsewhere, it will ship here in days. Our work sits at the intersection of AI, national security, and fighting financial crime. The problems are complex, the stakes are real, and the environment evolves quickly. The pace and intensity of the work reflect the importance of the mission. As a result, the way we operate requires a high level of ownership, adaptability, collaboration, and creative problem-solving. At TRM, You Should Expect Priorities and targets to change quickly as we experiment and iterate Work that often requires operating with a high degree of ambiguity A high level of personal ownership and accountability Close collaboration across teams and functions Frequent, high-touch communication Creative problem solving and out-of-the-box thinking A pace that rewards urgency, adaptability, and outcomes This environment is energizing for people who enjoy building, solving hard problems, and making progress in situations that are not always fully defined. It also requires comfort navigating ambiguity, adjusting course as new information emerges, and maintaining focus and positivity in a fast-moving and intense environment. We also recognize that this style of operating is not for everyone. If you are primarily optimizing for predictability or a consistently balanced workload, we encourage you to use the interview process to pressure test whether this environment is truly the right fit. We want teammates who thrive here, not just survive here. At the same time, many people find this work deeply rewarding. If you are excited by meaningful problems, motivated by ambitious goals, and energized by working alongside mission-driven colleagues, there is a good chance you will find TRM to be an exceptional place to grow and contribute. Learn more: Interviewing at TRM: How We Hire and What Success Looks Like 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 We hire and grow against three leadership principles. They’re the standards for how we operate, treat each other, and make decisions. 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. 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. Privacy Policy And Additional Information By submitting your application, you are agreeing to allow TRM to process your personal information in accordance with the TRM Privacy Policy. Our typical hiring cycles for specialized roles span 24 to 36 months. Accordingly, we retain your personal information for up to 36 months to evaluate your application and to consider you for current and future employment opportunities, unless you request earlier deletion or a different retention period is required or permitted by law. To notify TRM Labs that you believe this job posting is non-compliant, please submit a report through this form. No response will be provided to inquiries unrelated to job posting compliance. We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this form. 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. Learn More : Company Values | Interviewing | FAQs #J-18808-Ljbffr