Account Director, EMEA (Crypto)
TRM Labs provides a blockchain intelligence platform to help organizations investigate, monitor, and detect crypto and digital asset fraud and financial crime. They serve government agencies, financial institutions, and crypto businesses worldwide.
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About TRM Labs
TRM Labs provides a next-generation blockchain intelligence platform designed to investigate, monitor, and detect crypto and digital asset fraud and financial crime. The platform features extensive asset coverage, supporting over 200 million assets across more than 41 blockchains, including NFTs and DeFi protocols. It offers cross-chain analytics to trace the flow of funds seamlessly between different blockchains and utilizes over 150 risk categories, including FATF's money laundering predicate offenses, for customized risk scoring. TRM's data is built from a large, proprietary database of illicit activity combined with advanced data science. The company serves a global client base, including government agencies, financial institutions, and crypto businesses, helping them to safeguard the crypto financial system, maintain high standards for AML/CFT compliance, and build trust in digital assets.
Skills
About the Role
You will join a fast-paced team driving go-to-market strategy across the EMEA private sector, owning the entire sales process with new and existing customers. You will connect with current and prospective stakeholders across your territory, identifying budget holders, decision-makers, and influencers. You'll spearhead the implementation of blockchain intelligence into customer workflows, helping clients get the most out of TRM's tooling and data. You will plan and execute activities that nurture client relationships, drive renewals, upsells, cross-sells and expansions, and create strategic territory plans to hit revenue and churn goals. You'll deepen your product and customer-vertical expertise to strengthen demos, trials, and advisory sessions, gather and champion customer feedback internally, and build a network of happy customers who refer new business and advocate for TRM.
Requirements
- At least 6+ years of experience selling SaaS products, or 2 years' experience with expert customer domain and mission knowledge and a background in consulting
- Experience with virtual currencies, applications, and their use in financial networks
- Strong knowledge of crypto-native organizations and their workflows, procurement processes, and organizational structures, particularly in EMEA
- Strong customer-facing presentation and listening skills with ability to establish credibility with senior executives
- Familiarity with the European AML regulatory framework (e.g., 5AMLD, MiCA, FATF guidelines)
- Ability to build and convey compelling value propositions through storytelling
- Ability to operate a large volume of accounts that develop quickly
- Adaptability to fast-changing goals
- Autonomy and ownership of work
- Excellent communication skills
- Collaborative mindset across teams and cultures
Responsibilities
- Connect with current and net new key stakeholders within your EMEA territory
- Spearhead the implementation of blockchain intelligence into customer workflows
- Own, plan, and execute activities to nurture client relationships, feedback loops, referrals, renewals, upsells, cross-sells, and expansions
- Create and execute strategic plans for your territory to meet revenue and churn goals
- Develop product and customer vertical subject matter expertise
- Proactively gather and prioritize customer feedback and champion it within TRM
- Develop a roster of happy customers who refer new prospects and champion TRM