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TRM Labs is an AI-powered intelligence platform helping public and private sector agencies investigate and disrupt crime. This Account Director role focuses on building relationships and closing six- and seven-figure deals with central banks, financial regulators, and financial intelligence units (FIUs) across EMEA. You will own a territory where digital asset supervision is rapidly evolving, shaped by MiCA and the EU AML package.
Key Responsibilities:
- Map your territory's central banks, supervisors and FIUs using AI tools to identify budget holders, decision-makers, champions and regulatory triggers for targeted outreach.
- Win six- and seven-figure deals by translating each institution's supervisory and enforcement challenges into compelling business cases, using AI-drafted account plans refined by your judgment.
- Build and maintain 3x qualified pipeline through targeted outreach, regional events, and marketing campaigns, measuring conversion metrics.
- Navigate tenders, frameworks and call-offs with Solutions Architecture, Legal and Deal Desk to ensure accurate, timely responses.
- Grow live customers through renewals, expansion and referrals, using AI summaries of usage and call notes to identify expansion opportunities early.
- Bring supervisory and customer insights back to Policy, Product and Marketing to inform regional product development.
The role operates within a distributed, fast-paced team across UK and CET time zones. You will work closely with Partnerships, Legal, Marketing, Policy and Product teams who move quickly to support deal closure. The environment rewards urgency, adaptability, and creative problem-solving in a high-ownership culture.
Requirements:
- 6+ years selling SaaS, data intelligence or investigative solutions into central banks, financial regulators, FIUs or comparable government accounts in EMEA.
- Proven track record closing six- and seven-figure deals and meeting quota across long, multi-stakeholder procurement cycles.
- Existing relationships within EMEA central banks, supervisors or FIUs, with credibility among senior officials.
- Working knowledge of MiCA, the EU AML framework and public sector procurement processes.
- Hands-on use of AI for account research, planning and call preparation, with documented examples of time or revenue gains.
- Credible, clear communication with senior executives in person and virtually; strong storytelling ability.
- Fluent English; additional European languages preferred.
- Based in France, Belgium, Spain or Netherlands with willingness to travel regularly across the region.
- AI fluency expected: ability to apply AI to accelerate workflows, structure problems, improve output quality and increase speed/leverage at top-10% level in your function.
