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14 days ago
Requirements and responsibilities
Build a Safer World.TRM Labs provides AI-powered intelligence solutions that help public and private sector agencies investigate and disrupt crime. TRM's platforms enable investigators to trace illicit activity, build cases, and construct operating pictures of threat networks. Leading agencies and businesses worldwide rely on TRM to make the world safer and more secure.TRM’s Commercial team is growing its APAC Private Sector footprint, and this role sits at the center of that expansion. As an Account Manager, Private Sector - APAC, you’ll own a book of business across financial institutions, crypto businesses, and other private sector customers in the region, managing the full post-sale lifecycle from onboarding through renewal and expansion. This is a high-autonomy role for someone who thrives in a fast-moving environment, builds trust quickly, and turns renewals into growth.The impact you will have:Drive net retention and expansion across a portfolio of private sector accounts in APAC, identifying upsell signals, prioritizing your book, and surfacing renewal risks earlyOwn the full renewal and expansion motion for your accounts, from commercial negotiation through close, with quota accountability for both retention and growthPrepare for every customer conversation with relevant context on each account’s business priorities, regulatory environment, compliance needs, and expansion potentialBuild trusted relationships with senior and working-level stakeholders across your accounts, maintaining continuity and deepening engagement over timeMaintain accurate pipeline and forecast data in Salesforce, ensuring your manager and cross-functional partners have clear visibility into account health, renewal timing, and expansion opportunitiesPartner with Sales, Customer Success, Product, and Solutions Architecture to translate customer feedback into actionable insights and surface high-priority themes across your bookDevelop a base of satisfied customers who renew consistently, expand over time, and advocate for TRM across the regionWhat we’re looking for:3+ years of experience in Account Management, Customer Success, or a post-sale SaaS role, ideally supporting private sector customers in APACExperience managing renewals, expansions, and commercial conversations with quota responsibilityAbility to operate across APAC markets and build relationships across different customer types, cultures, and regulatory environmentsFamiliarity with financial crime compliance, risk, or related domains, including AML, sanctions, KYC, fraud, or crypto compliance, or strong aptitude to ramp quicklyComfort managing a high-volume book of business with competing priorities and tight timelinesStrong customer presence with the ability to build trust and credibility across senior and working-level stakeholdersClear, direct communicator who listens actively, drives alignment on next steps, and ensures nothing falls through the cracksProficient with CRM and sales tooling, such as Salesforce; disciplined about pipeline hygiene and forecastingHighly autonomous and accountable; you own outcomes, follow through on commitments, and don’t wait for direction to take the next stepAdaptable and resilient in a fast-moving environment where priorities, customer needs, and market conditions evolve quicklyCollaborative team player who works effectively across Sales, Customer Success, Product, Solutions Architecture, and OperationsAbout the Team:Our APAC Private Sector commercial team operates with high autonomy, regional ownership, and deep customer obsession. We collaborate closely across Sales, Customer Success, Product, Solutions Architecture, and Operations, primarily through Slack and async documentation. Communication is direct, documentation is valued, and we move fast without sacrificing customer trust.This role supports accounts primarily across APAC time zones. You should expect meaningful collaboration with teammates across APAC, EMEA, and the US, with flexibility to operate across the region as your book of business requires.Learn about TRM Speed in this position:The week you join, you begin mapping your book and arriving at customer conversations with a clear point of view on account health, renewal timing, stakeholder priorities, and expansion potentialWhen a renewal shows signs of risk, you don’t wait for escalation; you flag the issue, build an outreach plan, and bring in the right internal partners quicklyWhen you identify a growth opportunity, you move quickly to qualify it, align stakeholders, and build a clear path to expansionWhen customer feedback surfaces a pattern across your book, you synthesize it into a structured summary and share it with the right Product and cross-functional partnersLife at TRMWe are building a safer world. That promise shows up in how we work every day.TRM moves quickly. We are a high velocity, high ownership team that expects clarity, follow-through, and impact. People who thrive here are energized by hard problems, experimentation, and continuous feedback. If something takes months elsewhere, it will ship here in days.Our work sits at the intersection of AI, national security, and fighting crime. The problems are complex, the stakes are real, and the environment evolves quickly. The pace and intensity of the work reflect the importance of the mission. As a result, the way we operate requires a high level of ownership, adaptability, collaboration, and creative problem-solving.At TRM, you should expect:Priorities and targets to change quickly as we experiment and iterateWork that often requires operating with a high degree of ambiguityA high level of personal ownership and accountabilityClose collaboration across teams and functionsFrequent, high-touch communicationCreative problem solving and out-of-the-box thinkingA pace that rewards urgency, adaptability, and outcomesThis environment is energizing for people who enjoy building, solving hard problems, and making progress in situations that are not always fully defined. It also requires comfort navigating ambiguity, adjusting course as new information emerges, and maintaining focus and positivity in a fast-moving and intense environment.We also recognize that this style of operating is not for everyone. If you are primarily optimizing for predictability or a consistently balanced workload, we encourage you to use the interview process to pressure test whether this environment is truly the right fit. We want teammates who thrive here, not just survive here.At the same time, many people find this work deeply rewarding. If you are excited by meaningful problems, motivated by ambitious goals, and energized by working alongside mission-driven colleagues, there is a good chance you will find TRM to be an exceptional place to grow and contribute.AI Fluency at TRMAI fluency is a baseline expectation at TRM.We believe AI meaningfully changes how top performers operate. We expect every team member to use AI to accelerate and reimagine their craft, not just automate surface tasks.At TRM, AI fluency means you are among the top 10 percent of operators in your function in how you apply AI to:Accelerate repeatable workflowsStructure and solve problemsImprove output qualityIncrease speed and leverageYou will be evaluated on applied AI fluency during the interview process.Leadership PrinciplesWe hire and grow against three leadership principles. They’re the standards for how we operate, treat each other, and make decisions.Impact-Oriented Trailblazer: We put customers first and move with speed, focus, and adaptability. We treat every plan like an experiment – test, ship, measure, and iterate quickly.Master Craftsperson: We care deeply about our craft. We balance speed with high standards, own outcomes end‑to‑end, and invest in getting better everyday.Inspiring Colleague: We add clarity and energy, not noise. We bring humility, candor, and a one‑team mindset — giving and receiving feedback to make the team stronger.Join our MissionAt TRM we care deeply about our craft. We are looking for individuals who want their work to matter, who experiment with speed and rigor, and who take pride in building a safer world for billions of people. If you’re excited by TRM’s mission but don’t check every box, we encourage you to apply — we hire for slope, judgment, and the will to learn fast.TRM is a Series C company with $220M in total funding, backed by Blockchain Capital, Goldman Sachs, Bessemer, Y Combinator, Thoma Bravo, and others. Headquartered in San Francisco, TRM operates as a distributed-first company with hubs in Los Angeles, San Francisco, New York, Washington D.C., London, and Singapore.