Sales Account Director, EMEA Private Sector

Overview

EMEA Private Sector market

The Impact You Will Have

• Connect with current and net new key stakeholders within your EMEA territory and identify what matters to them: potential mission applications, budget holders, decision-makers, influencers, and process owners.
• Spearhead the implementation of blockchain intelligence into customer workflows, driving towards an intimate understanding of how EMEA customers apply TRM’s tooling and data to proactively improve their success.
• Own, plan, execute, and/or quarterback activities to nurture client relationships, feedback loops, referrals, renewals, upsells, cross-sells, and expansions.
• Create and execute strategic plans for your territory to ensure company goals are met across key revenue and churn metrics while also uncovering new growth opportunities in diverse EMEA markets.
• Hone TRM product and customer vertical subject matter expertise to enrich every stage of the sales process—from demonstrations to trials to customer advisory sessions and innovation workshops.
• Proactively gather and prioritize customer feedback and champion it within TRM.
• Develop a roster of happy customers across the region who will refer new prospects, champion TRM, and provide crucial feedback.

What We’re Looking For

• At least 6+ years of experience selling SaaS products, or 2 years’ experience accompanied with expert customer domain and mission knowledge and a background in consulting.
• Experience with virtual currencies, applications, and their use in financial networks.
• Strong knowledge of crypto-native organizations as well as their workflows, procurement processes, and organizational structures, particularly in EMEA.
• Strong customer-facing presentation/listening skills with the ability to establish credibility with senior executives.
• Familiarity with the European AML regulatory framework (e.g., 5AMLD, MiCA, FATF guidelines) and its application in financial institutions and fintechs.
• A knack for storytelling—you understand customer needs and can build and convey compelling value propositions.
• Ability to operate a large volume of accounts that develop quickly.
• Excitement or fulfillment through developing meaningful client relationships, identifying new use cases, obsessing over customer happiness, meeting new contacts within accounts, and closing deals.
• Adaptable—goals can change fast. You anticipate and react quickly.
• Autonomous—you own what you work on, move fast, and get things done.
• Excellent communication skills to convey complex ideas effectively.
• Collaborative—you thrive working cross-functionally and across diverse cultures and organizational levels.

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

• Rapid Opportunity Assessment: You'll swiftly qualify or disqualify opportunities to ensure a strong, future-focused pipeline. Your goal is to add more than $500k in qualified pipeline each month, targeting next quarter and beyond.
• Sales Campaigns: You'll develop two new sales campaigns each month to accelerate pipeline growth, with a focus on generating in-quarter opportunities.
• Strategic Sales Planning: You'll regularly update and evaluate a strategic sales plan for all Tier 1 current customers and identify potential Tier 1 prospects on a monthly basis.
• 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 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.

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