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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 owns TRM's public sector business across Italy and Southern Europe, a greenfield territory where you will set account strategy and close six- and seven-figure deals through direct sales and partner channels.
Key Responsibilities:
- Map priority agencies across Italy and Southern Europe using AI tools to identify budget holders, investigators, procurement offices, and upcoming tenders for targeted week-one outreach.
- Win six- and seven-figure deals by translating investigative pain points into compelling business cases, leveraging AI-assisted segmentation and local-language messaging.
- Build a 3x qualified pipeline each quarter through targeted outreach, agency training events, and measurement of conversion metrics.
- Determine optimal go-to-market approach for each agency—direct sales versus approved resellers/integrators—backed by AI-assisted procurement analysis.
- Grow live customers through renewals, upsells, and new use cases by using AI summaries of usage and call notes to identify expansion signals.
- Bring customer and regulatory insights back to Product, Policy, and Law Enforcement Relations teams to inform regional product development.
The role operates within TRM's distributed EMEA Sales team, which gives each Account Director full territory ownership and autonomy in execution strategy. You will collaborate with Law Enforcement Relations, Solutions Architecture, Legal, Deal Desk, Partnerships, Product, and Policy teams. The environment is fast-paced: you are expected to rank target agencies and begin outreach within 30 days, respond to late-Friday tenders with three-day turnarounds, and build qualified pipeline worth 3x quota within 90 days.
Team operates across UK and CET time zones with occasional US calls. Core hours are CET with UK overlap. Communication is primarily Slack-based. Regular cadence includes weekly 1:1s with manager, weekly team calls, weekly pipeline calls, weekly forecast calls, and regular pod calls. The company emphasizes speed, high ownership, adaptability, and creative problem-solving in a mission-driven environment focused on national security and crime prevention.
AI fluency is a baseline expectation: you must be in the top 10% of operators in your function for applying AI to accelerate workflows, structure problems, improve output quality, and increase speed and leverage.
REQUIREMENTS:
- 6+ years selling SaaS, data intelligence, or investigative solutions to government, law enforcement, or regulators in Italy or Southern Europe.
- Proven track record closing six- and seven-figure deals and meeting quota, including experience with tenders, RFx responses, and framework purchases.
- Working knowledge of Italian and EU public procurement, AML and digital asset regulation, and how investigators, budget holders, and procurement teams buy.
- Hands-on use of AI for prospecting, account planning, tender preparation, and call preparation, with clear examples of time or revenue gained.
- Experience building pipeline from scratch in new territories, including work with resellers or integrators.
- Credible, clear communication with senior officials and investigators, in person and virtually.
- Fluent Italian and English; Spanish, Portuguese, or Greek is a strong plus.
- Based in Italy (Rome or Milan preferred) with willingness to travel regularly across the region.
