Account Director, PubSec - ANZ
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.
Investors
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 own and grow TRM's presence across public sector agencies in Australia and New Zealand, focusing on Law Enforcement, National Security, Financial Regulation, and Defence. This is an end-to-end new business role where you'll build mindshare in blockchain intelligence and AI adoption from the ground up, running the full sales cycle independently across a multi-time-zone territory. You'll build deep product and vertical expertise to guide customers from first demo through advisory sessions and expansion, and you'll be expected to operate autonomously in a fast-paced startup environment.
Requirements
- 5+ years of Public Sector SaaS sales experience with a track record of hitting net-new targets in Law Enforcement, National Security, Defence, or Intelligence
- Strong network and credibility with senior officers across Australian and New Zealand public sector agencies
- Solid grounding in crypto/digital assets and AI, plus familiarity with AML/KYC and crypto regulatory frameworks
- Comfortable operating autonomously in a fast-paced startup environment; based in Australia
Responsibilities
- Own the entire sales process — prospecting, demos, trials, and closing — to build and convert a pipeline of strategic public sector opportunities across ANZ
- Develop and nurture partnerships across federal and state agencies, turning early relationships into a durable ANZ public sector footprint
- Drive account growth post-close — renewals, upsells, cross-sells, and referrals — while championing customer feedback back into TRM
- Build deep product and vertical expertise to guide customers from first demo through advisory sessions and expansion
- Build a territory plan with Tier 1/2/3 accounts mapped across ANZ's LE, NatSec, and Defence landscape within the first 30 days
- Build account plans for Tier 1/2 accounts and generate a qualified pipeline sized to hit quota within 60 days
- Close or materially advance a first strategic deal with an ANZ public sector agency, with full MEDDPICC discipline in Salesforce within 90 days