Account Director, Central Banks & Regulators (EMEA)

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 helps governments and financial institutions detect and disrupt illicit finance, and this role brings that mission to central banks, financial regulators and financial intelligence units across EMEA. You will own the relationships and the revenue in a territory where digital asset supervision is growing fast, setting account strategy and closing six- and seven-figure deals with institutions that have long, careful buying processes. What makes this seat unusual is the chance to shape how TRM serves supervisors as MiCA and the EU AML package reshape their work.

Responsibilities

• Map your territory’s central banks, supervisors and FIUs, using AI tools to identify budget holders, decision-makers, champions and regulatory triggers so your first outreach reaches the right person.
• Win six- and seven-figure deals by turning each institution’s supervisory and enforcement challenges into a clear business case, with AI-drafted account plans that you sharpen with your own judgment.
• Build and maintain 3x qualified pipeline through targeted outreach, regional events and campaigns with Marketing, and measure what converts.
• Navigate tenders, frameworks and call-offs with Solutions Architecture, Legal and Deal Desk, so each response is accurate and on time.
• Grow live customers through renewals, expansion and referrals, using AI summaries of usage and call notes to spot expansion signals early.
• Bring supervisory and customer insight back to Policy, Product and Marketing so the next release reflects how regulators in your region work.

Requirements

• 6+ years selling SaaS, data intelligence or investigative solutions into central banks, financial regulators, FIUs or comparable government accounts in EMEA.
• A record of closing six- and seven-figure deals and meeting quota across long, multi-stakeholder cycles.
• Existing relationships within EMEA central banks, supervisors or FIUs, and credibility with senior officials.
• Working knowledge of MiCA, the EU AML framework and how public sector buyers procure.
• Hands-on use of AI for account research, planning and call preparation, with clear examples of time or revenue gained.
• Credible, clear communication with senior executives, in person and virtually, and a knack for storytelling.
• Fluent English; additional European languages are a plus.
• Based in France, Belgium, Spain, Netherlands, willingness to travel regularly across the region.
• Schedule: UK and CET core hours, with flexibility for occasional US-EMEA calls.

About the team

• TRM’s EMEA Sales team gives each Account Director real ownership of a territory and the room to choose how to win it.
• The team is fast-paced, positive and collaborative, with shared pipeline insight and open sharing of what works.
• The work is hard in a useful way: senior public sector buyers, several countries, long procurement cycles, and a category that is new to many supervisors.
• You will work with Partnerships, Legal, Marketing, Policy and Product, who move quickly to back your deals.
• Distributed, not distant: the team works across UK and CET time zones, with occasional later calls for US-EMEA opportunities.
• Slack is the center of day-to-day communication. @mention colleagues for timely responses.
• Weekly 1:1 with your manager, a weekly team call, a weekly pipeline call, a weekly forecast call, and fortnightly pod calls.
• Company-wide all-hands and founder Q&A sessions keep everyone connected to the mission.

TRM Speed in this position

• Within your first 30 days, you profile and stack-rank every central bank, regulator and FIU in your territory and start outreach to the top tier, so pipeline grows before onboarding ends.
• When a regulator sends an urgent request late on a Friday for a same-day conversation and demo, you and TRM’s Solutions team make it happen that day.
• When a government RFx lands with only a few days to respond, you rally Solutions Architecture and Deal Desk to deliver a high-quality response on time.

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