Sales Account Director - Public Sector; Eastern Europe

Sales Account Director - Public Sector (Eastern Europe) 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, Eastern Europe will build and lead TRM’s National Security,
Law Enforcement, and Defense go‑to‑market strategy across the region. Your goal will be to establish, expand, and deepen TRM’s foothold with mission‑critical public
-sector security stakeholders.

We’re looking for a customer‑obsessed, consultative salesperson who can own the entire sales process with new and existing customers. This person will bring deep domain expertise, operate with urgency across a distributed region, and feel comfortable navigating complex national security procurement cycles to close six‑ and seven‑figure enterprise deals.

The impact you will have here:

• Account Mapping – Connect with all key Law Enforcement,
  National Security, and Defense stakeholders across Eastern Europe. Identify mission priorities, investigative use cases, procurement pathways, budget holders, decision‑makers, influencers, and operational workflows.
• Prospecting – Discover and engage new agencies, units, and mission partners in your territory. Uncover high‑value use cases, identify strategic gaps you can solve, and rapidly build pipeline in alignment with regional security needs.
• Nurturing – Own, plan, execute, and quarterback relationship‑building activities across the customer lifecycle—feedback loops, referrals, renewals, upsells, cross‑sells, expansion motions, and agency wide partnerships.
• Account Planning – Create and execute scalable territory and account strategies that drive new revenue, reduce churn risk, uncover new regional opportunities, and expand TRM’s footprint across the Eastern European security ecosystem.
• Product + Subject Matter Expertise – Develop deep mastery of TRM’s blockchain investigation, AML, and analytics products and the mission landscape across Eastern Europe. Enrich every stage of the sales process—from tailored demonstrations to trials, advisory sessions, and mission‑driven innovation workshops.
• Customer Advocacy – Proactively gather, prioritize, and articulate mission‑critical customer feedback. Champion insights internally to Product, Engineering, Intelligence, and Leadership to ensure TRM continues to deliver high‑impact solutions for the region.
• Loyalty – Build a roster of high‑trust, referenceable customers—agencies and operators who champion TRM, refer new prospects, and collaborate with us to advance national level mission outcomes.

What we’re looking for:

• 10+ years of enterprise sales experience
  , ideally selling SaaS or intelligence solutions into National Security,
  Defense
  , or Law Enforcement customers.
• 5+ years working directly in or selling into Eastern European National Security, Defense or Law Enforcement communities
  , with deep understanding of workflows, missions, and procurement structures.
• Strong customer‑facing presence; able to establish credibility quickly with senior government
  , intelligence, and law enforcement leaders.
• A consultative storyteller
  —able to understand complex mission needs and build compelling, value‑led propositions.
• Adaptable; comfortable navigating shifting priorities, responding to regional dynamics, and operating with TRM Speed.
• Autonomous, collaborative, and an excellent communicator
  , especially across distributed teams and remote environments.
• Comfortable owning full‑cycle enterprise deals, from pipeline generation through negotiation and close.

About the Team:

• TRM’s EMEA Sales Team has a fast‑paced, positive and open culture. Team members are given a high degree of responsibility and autonomy so that they can decide the best way to…