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about 2 months ago
Requirements and responsibilities
About the roleTRM 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 trace the source and destination of funds, identify illicit activity, build cases, and construct an operating picture of threats.The Account Director for Nordic Public Sector will drive TRM's go-to-market strategy across the Nordic region, increasing and strengthening TRM’s foothold with government agencies, regulators, financial intelligence units, and law enforcement organizations combating financial crime and building resilient digital asset ecosystems.We're looking for a customer-obsessed, consultative salesperson to own the entire sales process with new and existing customers, comfortable navigating complex Nordic public sector procurement processes to close six- and seven-figure deals. This is a critical role for the EMEA team—an experienced, ready-to-ramp sales professional with executive relationships across Nordic public sector.The impact you will have here:Account Mapping — Connect with all current key stakeholders within assigned Nordic public sector accounts. Identify what matters to them, their potential use cases, who holds budgets, who makes decisions, who influences decisions, and who owns which process across government agencies, regulators, and law enforcement.Prospecting — Discover new stakeholders across accounts and identify new agencies and organizations TRM has not yet reached. Secure 8+ discovery meetings across at least 5 distinct Nordic agencies within your first 30 days; complete stakeholder maps and next-steps for each.Nurturing — Own, plan, execute, and quarterback activities to nurture client relationships, feedback loops, referrals, renewals, upsells, cross-sells, and expansions. Develop long-term strategic partnerships that position TRM as an indispensable mission partner.Territory Strategy & Planning — Create and execute strategic plans for the Nordics that deliver on key revenue, growth, and retention goals while uncovering new opportunities. Maintain disciplined pipeline coverage and rigorous forecasting.Product & Subject Matter Expertise — Deepen expertise in TRM's product suite and the Nordic regulatory environment to enrich every stage of the sales process—from demonstrations and trials to customer advisory sessions and innovation workshops. Run at least one innovation workshop per month with a priority agency.Customer Advocacy — Proactively gather and prioritize customer feedback and champion it within TRM to influence product strategy and roadmap.Loyalty — Build a portfolio of highly satisfied customers who champion TRM within their networks and across regional forums, refer new prospects, and provide crucial feedback.What we’re looking for:Experience: 6+ years of B2G SaaS or technology sales experience with a demonstrated ability to consistently deliver against net new sales targets, ideally within public sector, government, or regulatory environments in the Nordic region.Domain Fluency: Strong understanding of Nordic government workflows, public procurement processes, and the missions of regulatory and enforcement bodies related to financial crime or digital assets. Existing executive-level network across Nordic government agencies is strongly preferred.Consultative Selling: Strong customer-facing presentation and listening skills with the aptitude to establish credibility with senior government, financial, and compliance stakeholders. Proven ability to shape strategic technology partnerships.Storytelling & Influence: Natural storyteller with the capacity to understand customer needs and convey compelling value propositions to diverse government audiences.Regulatory Knowledge: Familiarity with Anti-Money Laundering (AML), Counter-Terrorist Financing (CTF), Know Your Customer (KYC), and sanctions frameworks across the Nordic and European landscape. Understanding of emerging crypto regulatory initiatives (e.g., MiCA, EU AML packages) is a plus.Crypto & Blockchain Fluency: Strong interest/knowledge of cryptocurrencies, digital assets, and/or blockchains. Experience with blockchain analytics, financial intelligence tools, or similar technologies is a plus.AI Fluency: Demonstrated proficiency in using AI tools to accelerate prospecting, proposal generation, competitive research, pipeline analytics, and customer-facing material production.Autonomous & Accountable: Self-directed and proactive—generates own leads, builds own proposals, and owns outcomes end-to-end without leaning on leadership to close deals.Exceptional Communication: Outstanding written and verbal communication and problem-solving skills.Startup Velocity: Previous experience working in a fast-paced, high-growth environment where speed, iteration, and accountability are cultural norms.About the TeamThe BLOCKINT Public Sector team drives TRM’s go-to-market strategy with government, regulatory, and law enforcement agencies globally, thriving on collaboration and sharing opportunities and competitive insights.Communication is key—we primarily use Slack, ensuring timely responses via @mentions.The team operates with a high-accountability, mission-driven culture aligned with TRM’s F.A.C.E. values: Focus, Accountability, Consistency, Execution.The team predominantly operates in the BST timezone, with 15-minute breaks and an expectation of 5 calls/day. The team respects family time and strives not to intrude while remaining committed when needed.Evaluating Manager for this hire: Tom Morrison.Team Operating RhythmsWeekly 1:1 meetings with manager (Michael McCormack)Weekly hiring syncs and pipeline reviewsBi-weekly team meetings and monthly Pod meetings with broader support organizationWeekly forecast calls with BoostUp submissionsWeekly Critical Opportunity Reviews for Tier 1 accountsLearn about TRM Speed in this position:First 30-day customer access: Secure 8+ discovery meetings across at least 5 distinct Nordic agencies in 30 days; complete stakeholder maps and next-steps for each.Produce customer-facing one-pagers or workshop briefs within 5 business days of request—leveraging AI tools to accelerate drafting.Run at least 1 “innovation workshop” per month with a priority Nordic agency, demonstrating TRM’s blockchain intelligence capabilities in their operational context.Life at TRMTRM moves quickly: a high velocity, high ownership team expecting clarity, follow-through, and impact.Work sits at the intersection of AI, national security, and fighting financial crime, requiring ownership, adaptability, collaboration, and creative problem-solving.Expect priorities and targets to change quickly as the team experiments and iterates, with comfort operating under ambiguity.AI Fluency at TRMAI fluency is a baseline expectation. TRM expects every team member to use AI to accelerate and reimagine their craft (not just automate surface tasks). You’ll be evaluated on applied AI fluency during the interview process.Leadership PrinciplesImpact-Oriented Trailblazer: customers first; move with speed, focus, and adaptability; treat plans like experiments (test, ship, measure, iterate).Master Craftsperson: balance speed with high standards; own outcomes end-to-end; invest in getting better every day.Inspiring Colleague: add clarity and energy, not noise; bring humility and candor; one-team mindset with feedback to strengthen the team.Join our MissionTRM is looking for individuals who want their work to matter, experiment with speed and rigor, and take pride in building a safer world for billions of people.Company informationTRM is a Series C company with $220M in total funding. Headquartered in San Francisco, it operates as a distributed-first company with hubs in Los Angeles, San Francisco, New York, Washington D.C., London, and Singapore.
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