Account Director, Public Sector (Nordics)

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.

The Account Director for Nordic Public Sector will join TRM's team driving our go-to-market strategy across the Nordic region. The mission is to increase and strengthen TRM's foothold with government agencies, regulators, financial intelligence units, and law enforcement organizations combating financial crime.

We're looking for a customer-focused, consultative sales professional to own the entire sales process with new and existing customers. This is a high-impact, highly visible role.

The Impact You Will Have:

• Account Mapping — Connect with all current key stakeholders; identify use cases, budget holders, decision-makers, and influence networks
• Prospecting — Secure 8+ discovery meetings across at least 5 distinct Nordic agencies within the first 30 days
• Nurturing — Own, plan, execute, and coordinate activities to nurture client relationships, renewals, upsells, and expansions
• Territory Strategy & Planning — Create and execute strategic plans for Finland, Norway, Sweden, and the United Kingdom
• Product Expertise — Deepen expertise in TRM's product suite and the Nordic regulatory environment
• Customer Advocacy — Gather and prioritize customer feedback to influence product strategy and roadmap

What We're Looking For:

• 6+ years of B2G SaaS or technology sales experience, ideally within public sector, government, or regulatory environments in the Nordic region
• Strong understanding of Nordic government workflows and public procurement processes
• Existing executive-level network across Nordic government agencies strongly preferred
• Familiarity with AML, CTF, KYC, and sanctions frameworks; understanding of MiCA and EU AML packages is a plus
• Demonstrated proficiency in using AI tools to accelerate prospecting, proposal generation, market research, and pipeline analysis
• Takes initiative and works independently — sources own pipeline, develops proposals, and takes full ownership of outcomes end-to-end

About the Team:

The BLOCKINT Public Sector team drives TRM's go-to-market strategy with government, regulatory, and law enforcement agencies globally. Operates with a high-accountability, mission-focused culture aligned with TRM's F.A.C.E. values.

Life at TRM

We 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 iterate
• Work that often requires operating with a high degree of ambiguity
• A high level of personal ownership and accountability
• Close collaboration across teams and functions
• Frequent, high-touch communication
• Creative problem solving and out-of-the-box thinking
• A pace that rewards urgency, adaptability, and outcomes

This 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 TRM

AI 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 workflows
• Structure and solve problems
• Improve output quality
• Increase speed and leverage

You will be evaluated on applied AI fluency during the interview process.

Leadership Principles

We 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 every day.
• 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 Mission

At 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 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.