Account Director – Public Sector

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. Our platforms trace the source and destination of funds, identify illicit activity, and build cases while constructing an operating picture of threats. TRM is trusted worldwide by agencies and businesses who rely on us to enable a safer, more secure world for all.

This role will drive our 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 that combat financial crime and build resilient digital asset ecosystems.

We’re looking for a customer‑obsessed, consultative salesperson who owns the entire sales process with new and existing customers. The successful candidate will navigate complex Nordic public‑sector procurement processes, closing six‑ to seven‑figure deals, and building strong executive relationships across Nordic public‑sector organizations.

The impact you will have here:

• Account Mapping – Connect with key stakeholders in assigned Nordic public‑sector accounts, identify use cases, budgets, decision makers, and influencers across government agencies, regulators, and law‑enforcement units.
• Prospecting – Discover new stakeholders and agencies, secure at least 8 discovery meetings within the first 30 days across no fewer than 5 distinct Nordic agencies, and complete stakeholder maps and next‑steps.
• Nurturing – Own, plan, execute, and quarterback activities to nurture relationships, obtain referrals, renewals, upsells, cross‑sells, and expansions, positioning TRM as an indispensable mission partner.
• Territory Strategy & Planning – Create and execute strategic plans that deliver key revenue, growth, and retention goals while uncovering new opportunities, maintaining disciplined pipeline coverage, and rigorous forecasting.
• Product & Subject Matter Expertise – Deepen expertise in TRM’s product suite and the Nordic regulatory environment, enriching every stage of the sales process; run at least one innovation workshop per month with a priority agency.
• Customer Advocacy – Gather and prioritize feedback to influence product strategy and roadmap.
• Loyalty – Build a portfolio of highly satisfied customers who champion TRM within their networks and regional forums, refer new prospects, and provide crucial feedback.

What we’re looking for:

• Experience – 6+ years of B2G SaaS or technology sales with a proven record of delivering against net new sales targets in the 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, plus an executive‑level network across Nordic government agencies.
• Consultative Selling – Customer‑facing presentation and listening skills that establish credibility with senior government, financial, and compliance stakeholders; ability to shape strategic technology partnerships.
• Storytelling & Influence – Natural storyteller who conveys compelling value propositions to diverse government audiences.
• Regulatory Knowledge – Familiarity with AML, CTF, KYC, and sanctions frameworks across the Nordic and European landscape, with understanding of emerging crypto regulatory initiatives such as MiCA and EU AML packages.
• Crypto & Blockchain Fluency – Strong interest and knowledge of cryptocurrencies and blockchains; experience with blockchain analytics, financial intelligence tools, or similar technologies.
• 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, proactive lead generation and proposal ownership, delivering end‑to‑end outcomes without reliance on leadership.
• Exceptional Communication – Outstanding written and verbal communication and problem‑solving skills.
• Startup Velocity – Experience working in a fast‑paced, high‑growth environment where speed, iteration, and accountability are cultural norms.

About the Team

The BLOCKINT Public Sector team drives TRM’s go‑to‑market strategy with government, regulatory, and law enforcement agencies globally. Communication is key – we primarily use Slack, with an expectation of timely responses. The team operates with a high‑accountability, mission‑driven culture aligned with TRM’s F.A.C.E. values: Focus, Accountability, Consistency, Execution.

Team Operating Rhythms

• Weekly 1:1 meetings with manager.
• Weekly hiring syncs and pipeline reviews.
• Bi‑weekly team meetings and monthly pod meetings with broader support organization.
• Weekly forecast calls with BoostUp submissions.
• Weekly Critical Opportunity Reviews for Tier 1 accounts.