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TRM Labs is an AI-powered intelligence platform helping public and private sector agencies investigate and disrupt financial crime. This Account Director role focuses on building and owning the Private Sector business across Central & Eastern Europe and Central Asia, a greenfield territory where you will set account strategy and close strategic deals with compliance and risk leaders at banks, payment providers, crypto natives, and fintechs.
Key Responsibilities:
- Open new private sector accounts across CEE and Central Asia by building effective networks and delivering TRM's services to leading organizations in the region.
- Win a mix of high-velocity and larger strategic engagements by converting AML and fraud pain points into clear business cases, using AI-drafted account plans and proposals refined with your market judgment.
- Own and define a model to build 3x qualified pipeline each quarter through targeted campaigns using AI-assisted segmentation and local-language messaging, measuring conversion rates.
- Decide how TRM enters each market—direct selling, resellers, or regional partners—backed by AI-assisted account data analysis.
- Grow strategic customer engagements through renewals, upsells, and new use cases.
- Bring customer and regulatory insights back to Product and Marketing to ensure releases align with regional banking needs.
The role emphasizes AI fluency as a baseline expectation: you will use AI to accelerate prospecting, account planning, call preparation, and forecasting. TRM operates at high velocity with distributed teams across UK and CET time zones, requiring flexibility for Central Asia hours and occasional US calls. You will have full ownership of your territory and freedom to shape your go-to-market approach with local partners.
Requirements:
- 5+ years selling SaaS or data products into banks, payment firms, crypto, or fintechs in CEE or Central Asia, OR 4+ years with deep AML and financial crime expertise plus experience using AI tools to research and prioritize accounts.
- Proven record of closing both quick deal cycle and strategic longer-term, higher-value engagements while meeting quota, with AI-supported forecasting and pipeline reviews.
- Working knowledge of regional AML and sanctions frameworks and how compliance, risk, and procurement teams buy.
- Hands-on use of AI for prospecting, account planning, and call preparation, with clear examples of time or revenue gained.
- Experience building pipeline in new territories, forming human lead networks and AI-assisted tools to test and measure what works.
- Credible, clear communication with senior compliance and risk executives in person and virtually, including AI-assisted meeting preparation.
- Fluent English; Russian or a CEE-relevant language is a strong plus.
- Based in Poland with willingness to travel regularly across the region.
