Account Director, PubSec - ANZ
Blockchain intelligence company providing tools to detect, investigate, and manage crypto-related fraud, financial crime, and compliance for institutions and government agencies.
Funding history
Investors
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
Own TRM Labs' public sector presence across Australia and New Zealand, focusing on law enforcement, national security, financial regulation, and defence agencies. Build pipeline, close strategic deals, develop partnerships, and expand customer accounts while operating autonomously in a fast-paced environment.
Requirements
- 5+ years of public sector SaaS sales experience with a record of hitting net-new targets.
- Strong network and credibility with senior officers in Australian and New Zealand public sector agencies.
- Grounding in crypto or digital assets and AI, with familiarity with AML/KYC and crypto regulatory frameworks.
- Experience operating autonomously in a fast-paced startup environment.
- Must be based in Australia.
- Core overlap with Singapore and Australian business hours.
- Regular travel within Australia and New Zealand, estimated at 25–40%.
Responsibilities
- Own the full sales process from prospecting through demos, trials, and closing.
- Develop partnerships with federal and state agencies across Australia and New Zealand.
- Drive renewals, upsells, cross-sells, referrals, and customer feedback.
- Build territory and account plans across law enforcement, national security, and defence.
- Generate qualified pipeline sized to hit quota within 60 days.
- Close or materially advance a strategic ANZ public sector deal within 90 days using MEDDPICC in Salesforce.
