Account Director (Public Sector)
Blockchain intelligence company providing tools to detect, investigate, and manage crypto-related fraud, financial crime, and compliance for institutions and government agencies.
Funding history
Projects
About TRM Labs
TRM Labs provides blockchain intelligence for investigations and compliance, offering products such as forensics, wallet screening, entity screening, transaction monitoring, and APIs. It serves financial institutions, crypto businesses, and public sector agencies to trace funds, assess risk, and build cases across digital assets.
Skills
Candidate Availability
Required and preferred rules are kept separate and reflect the wording in the original posting.
About the Role
You will own the full sales cycle for public sector customers in the DACH region, from prospecting and account mapping through demos, RFx responses, negotiation, and closing six- and seven-figure deals. You will build and execute territory plans, nurture and expand accounts, gather and champion customer feedback, and represent product expertise during customer engagements. You will operate with urgency, adapt to changing priorities, and coordinate internal stakeholders to deliver high-quality responses and proofs of value.
Requirements
- At least 5+ years of experience selling SaaS products into public sector accounts in the DACH region
- Demonstrable ability to close enterprise six- and seven-figure deals
- Strong presentation and listening skills with credibility at senior executive levels
- Ability to build and convey compelling value propositions and storytelling
- Adaptability to changing goals and high-ambiguity environments
- Autonomous, collaborative, and excellent written and verbal communication skills
- Knowledgeable about the cryptocurrency ecosystem
- AI fluency as a baseline expectation
Responsibilities
- Own the entire sales process for new and existing public sector customers
- Map accounts and identify stakeholders, budgets, decision makers, and use cases
- Prospect and discover new stakeholders and opportunities within the territory
- Plan and execute territory and account plans to meet revenue and churn targets
- Nurture relationships to drive renewals, upsells, cross-sells, and expansions
- Deliver product demonstrations, RFx responses, and high-quality proposals
- Gather and prioritize customer feedback and advocate for customers internally
- Develop customer advocates and referral sources