About this role.
This is a senior individual-contributor sales role responsible for growing TRM Labs' public-sector footprint across the DACH market. The Account Director owns the full sales cycle, including territory mapping, prospecting, strategic account planning, relationship development, renewals, and expansion. Success requires at least five years of SaaS public-sector sales experience in DACH, executive-level consultative selling ability, and familiarity with the cryptocurrency ecosystem. The environment is explicitly high-velocity and ambiguous, with changing priorities, high ownership, frequent collaboration, and strong expectations for applied AI fluency. The role is mission-driven and centers on selling investigative intelligence technology that supports crime disruption and national-security-related use cases.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I begin by segmenting accounts by mission fit, urgency, procurement readiness, and expansion potential. I map decision-makers, technical evaluators, procurement stakeholders, and influencers, then build account-specific engagement plans with measurable pipeline and next-step targets.
I would explain how I identified the customer’s operational problem, aligned stakeholders around a measurable business case, managed security and procurement requirements, and maintained an executive cadence through negotiation. I would quantify the contract value, sales-cycle duration, and customer outcome while clarifying my direct contribution.
I would lead with the agency’s investigative and operational objectives rather than product features. I would connect TRM’s capabilities to tracing illicit activity, building evidentiary cases, and developing visibility into threat networks, then validate value through relevant workflows and success criteria.
I keep account plans current, document assumptions and risks, and establish clear next actions with owners and dates. When conditions shift, I quickly reassess impact, communicate a concise recommendation to internal and customer stakeholders, and redirect activity toward the highest-value path.
I use approved AI tools to structure account research, summarize non-sensitive information, prepare meeting agendas, identify themes in feedback, and improve follow-up quality. I apply sound judgment around data handling, avoid sharing confidential customer information in unapproved tools, and validate AI-generated outputs before acting on them.
Build a Safer World.
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 crypto go-to-market strategy for Public Sector customers in the DACH region. Your goal will be to increase and strengthen our foothold in the space. We’re looking for a customer-focused, consultative salesperson to own the entire sales process with new and existing customers. This person will be knowledgeable about the cryptocurrency ecosystem and feel comfortable navigating complex processes to close six and seven figure deals.
The impact you will have here:
Account Mapping — Connect with all the current key stakeholders within your territory
Prospecting — Discover new stakeholders within your territory
Nurturing — Own, plan, execute, and/or quarterback activities to nurture client relationships, feedback loops, referrals, renewals, upsells, cross-sells, expansions
Account Planning — Create and execute strategic plans for your territory
Product and Subject Matter Expertise — Hone TRM product and customer vertical subject matter expertise
Customer Advocacy — Proactively gather and prioritize customer feedback and champion it within TRM
Loyalty — Develop a roster of happy customers that will refer new prospects, champion TRM, and provide crucial feedback
What we’re looking for:
At least 5+ years of experience selling SaaS products into Public Sector accounts in the DACH region
Strong customer-facing presentation/listening skills with the ability to establish credibility with senior executives
A knack for storytelling — ability to understand customer needs and build compelling value propositions
Adaptable. Goals can change fast. You anticipate and react quickly.
Autonomous, collaborative and an excellent communicator
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. The team gets together for calls regularly. Your manager tries to be available to assist you with questions, problems or at customer meetings.
Application Instructions
If you’re interested in joining TRM, we encourage you to apply directly. Every application is reviewed by our Talent team.
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 qualifications 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 you’re considered.
What to Expect From Our Interview Process
Our process is designed to understand how you think, solve problems, and deliver impact, while giving you the opportunity to evaluate TRM. Most interview processes include a case study, AI skills assessment, and Leadership Principles interview.
Recruiter Intro: Explore your experience, motivations, and alignment with the role.
Hiring Manager: Dive deeper into your relevant experience, skills, and impact.
First Round: Typically 1–2 interviews focused on the skills most critical to the role.
Final Round: Typically 3–5 interviews to go deeper on your craft, problem-solving, and alignment with TRM.
References: We’ll speak with former colleagues who can provide perspective on your work and impact.
Offer: If it’s a mutual fit, your recruiter will walk you through your offer and answer your questions.
Welcome to TRM: Once you sign, we’ll get you ready for your first day and onboarding.
Your recruiter will share your specific interview plan and preparation guidance along the way.
Learn more about interviewing at TRM
Life at TRM
We are building a safer world. That promise shows up in how we work every day.
TRM moves quickly. 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 as we experiment and iterate
Work that often requires operating with a high degree of ambiguity
A high level of personal ownership and accountability
Close 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 comfort navigating 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.
At the same time, many people find this work deeply rewarding. 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. Learn more: Interviewing at TRM: How We Hire and What Success Looks Like
AI Fluency at TRM
AI fluency is a baseline expectation at TRM.
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.
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.
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.
Privacy Policy and Additional Information
By submitting your application, you agree to allow TRM Labs to process your personal information in accordance with our Privacy Policy.
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, contact us at privacy@trmlabs.com.
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 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.
Learn More: Company Values | Interviewing | FAQs
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