Strategic Public Sector Account Director — Middle East

Build a Safer World.

TRM Labs provides blockchain analytics and AI solutions to help law enforcement and national security agencies, financial institutions, and cryptocurrency businesses detect, investigate, and disrupt crypto-related fraud and financial crime. TRM’s blockchain intelligence and AI platforms include solutions to trace the source and destination of funds, identify illicit activity, build cases, and construct an operating picture of threats. TRM is trusted by leading agencies and businesses worldwide who rely on TRM to enable a safer, more secure world for all.

The Sales Account Director for the Middle East Public Sector will join a team driving TRM’s go-to-market strategy across the region. Their mission is to expand and deepen TRM’s presence with government, regulatory, and law enforcement stakeholders who are combating financial crime and building resilient digital asset ecosystems.

We’re looking for a mission-driven, consultative salesperson who is customer-obsessed and capable of navigating complex public sector environments. This individual will own the entire sales process — from prospecting to closing — and bring strong fluency in blockchain intelligence and government procurement processes to secure multi-year, high-impact partnerships.

The Impact You Will Have

• Build and nurture trusted relationships with key stakeholders across ministries, central banks, regulators, and law enforcement agencies. Understand their missions, priorities, decision-makers, influencers, and procurement pathways.
• Spearhead the integration of blockchain intelligence solutions into customer workflows, often for the first time, ensuring TRM becomes an indispensable partner in advancing their mandates.
• Own, plan, execute, and quarterback relationship activities — from feedback loops and renewals to expansions, upsells, and cross-functional initiatives that drive long-term adoption.
• Create and execute a strategic plan for your territory that delivers on key revenue, growth, and retention goals while uncovering new opportunities across emerging markets in the Middle East.
• Deepen your expertise in TRM’s product and the regional regulatory environment to deliver value at every stage of the sales process — from discovery and demos to advisory sessions and innovation workshops.
• Act as the customer’s advocate within TRM, proactively gathering and prioritizing feedback to influence product strategy and roadmap.
• Build a portfolio of highly satisfied customers who champion TRM within their networks and across regional forums.

• Experience:
  
  8+ years of SaaS or technology sales experience, ideally within public sector, government, or regulatory environments in the Middle East.
• Domain Fluency:
  Strong understanding of government workflows, public procurement processes, and the missions of regulatory and enforcement bodies related to financial crime or digital assets.
• Consultative Selling:
  Proven ability to engage senior government and policy stakeholders, establish trust, and shape strategic technology partnerships.
• Regulatory Knowledge:
  Familiarity with Anti-Money Laundering (AML), Counter-Terrorist Financing (CTF), and sanctions frameworks is strongly preferred.
• Storytelling & Influence:
  Ability to articulate complex value propositions clearly and persuasively to diverse audiences.
• Relationship Builder: A “farmer” mindset — energized by developing long-term partnerships, discovering new use cases, and driving customer success.
• Adaptable & Agile:
  Comfortable navigating ambiguity and evolving priorities in fast-changing policy and technology landscapes.
• Autonomous & Accountable:
  Self-directed and proactive; owns outcomes end-to-end.
• Collaborative:
  Works effectively with cross-functional teams (product, policy, engineering, and customer success) to deliver customer value.
• Technical Aptitude:
  
  Experience with blockchain, virtual currencies, or financial intelligence tools is a plus.

• Our team thrives on collaboration, always looking out for each other by sharing opportunities and competitive insights. We actively exchange ideas and strategies to boost each other's sales efforts. Communication is key,…