Build a Safer World.

Key Responsibilities

• Above all، we prioritize our customers' missions، and this dedication is reflected in every aspect of our TRM life.

• 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.

Requirements & Qualifications

• Strong customer-facing presentation/listening skills with the ability to establish credibility with senior executives.

• Excellent communication skills to convey complex ideas effectively.

• Before applying، review the job description carefully and highlight the experience and impact that best demonstrate the required qualifications

• Please also provide thoughtful and accurate answers to the application questions، as these will be used to evaluate your skills and

• Most interview processes include a case study، an AI skills assessment، and a Leadership Principles interview.

• Recruiter Intro: Qualifications، motivations، and alignment with the role.

• Hiring Manager: Deep dive into your relevant experience، skills، and impact.

• First Round: 1–2 interviews focused on the skills most critical to the role.

TRM Labs provides AI-powered intelligence solutions that help public and private sector agencies investigate and disrupt crime

TRM's platforms enable investigators to trace illicit activity، build cases، and construct operating pictures of threat networks

Leading agencies and businesses worldwide rely on TRM to make the world safer and more secure.

The Sales Account Director will join a team driving TRM’s go-to-market strategy in the EMEA Private Sector market

This is a high-paced role، with a large volume of accounts that move quickly across diverse markets and regulatory environments.

We're looking for a customer-obsessed، consultative salesperson to own the entire sales process with new and existing customers

This person will be knowledgeable about blockchain intelligence and digital assets، and feel comfortable navigating complex، multi-country processes to six and seven-figure deals.

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.

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.

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

Our team predominantly operates in the UAE GMT timezone، with some members in UK & Europe

We start our day around 8:00 am and typically finish after 5:00 pm

While we may work beyond standard hours when necessary، we deeply respect family time and strive not to intrude on it

We're committed to contributing whenever needed، ensuring our team's success isn't confined to a 40-hour workweek.

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.

Application Instructions

If you’re interested in joining TRM، we encourage you to apply directly. Every application is reviewed by our Talent team.

for the role.

If you send your resume directly to someone at TRM، we can’t guarantee it will reach the appropriate hiring team

Applying directly is the best way to ensure your application will be considered.

Interviewing with TRM

Our process is designed to understand how you think، solve problems، and deliver impact، while allowing you to evaluate TRM

Final Round: Hands-on case study. This is usually a panel-style session where we go deeper into your craft، problem-solving، and alignment with TRM.

References: Former colleagues who can provide insight into your work and impact.

Offer: Congrats! Your recruiter will present the offer and compensation details.

Welcome to TRM: We're excited to build a safer world with you!

Your recruiter will share your specific interview plan and preparation guidance along the way.

AI Fluency at TRM

AI fluency is a baseline expectation at TRM.

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.

Life at TRM

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

TRM moves FAST

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

Operating with a high degree of ambiguity

A high level of personal ownership and accountability

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 thriving in 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.

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.

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 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.

and Additional Information

By submitting your application، you agree to allow TRM Labs to process your personal information in accordance with our .

We collect the information you provide (such as your resume، work history، and contact details) solely for the purpose of evaluating your candidacy for current and future roles at TRM.

Because our hiring cycles for certain positions may span 24 to 36 months، we retain your personal information for up to 36 months from the date of your application

After that period، your data is deleted unless a different retention period is required or permitted by law.

If you are located in the European Economic Area، the United Kingdom، or another jurisdiction with applicable data protection laws، you have the right to access، correct، or request deletion of your personal data at any time before that period ends

To exercise any of these rights، at .

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.

The use of AI tools of any kind (including but not limited to notetakers، interview assistants، and real-time coaching tools such as Otter.ai، Fireflies، Fathom، Cluey، or similar) during TRM interviews is not permitted without prior approval from TRM

TRM uses its own internal tools for note-taking to ensure a consistent and confidential experience for all candidates.

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 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.