Sales Account Director - Public Sector (Eastern Europe)

Build to Protect Civilization

TRM is a blockchain intelligence company that’s on a mission to build a safer financial system for billions of people. We’re a lean, high-impact team tackling some of the world’s most critical challenges, ranging from human trafficking and financial fraud to terrorist financing. We are builders who power governments, financial institutions, and crypto companies when the clock is running and the consequences are real. This is why every TRMer is a bet on our future and has the power to change our trajectory.

About the Position

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-sells, 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 team mates 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 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 build to protect civilization. That promise shows up in how we work every day.

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

We coach directly, assume positive intent, and play for the front of the jersey.

Leadership Principles

• Impact-Oriented Trailblazer: We put customers first, driving for speed, focus, and adaptability.

• Master Craftsperson: We prioritize speed, high standards, and distributed ownership.

• Inspiring Colleague: We value humility, candor, and a one-team mindset.

Want to learn more about how we interview at TRM Labs? Check out more about our leadership principles and hiring process here.

What You’ll Do Here

This work has teeth. At TRM, your week might include:

• 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

We look for people who want their work to matter, who build with speed and rigor, and who take pride in protecting others through their craft. If you’re excited by TRM’s mission but don’t check every box, apply anyway. We hire for slope, judgment, and the will to learn fast.

Build to protect civilization. Let’s do it together.

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.

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