Account Director, Private Sector (CEE & Central Asia)

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 financial institutions detect and stop illicit finance, and this role brings that mission to private sector clients including banks, payment providers, crypto natives and fintechs across Central & Eastern Europe and Central Asia. You will own the Private Sector business in a territory where TRM is building coverage, setting account strategy and strategic deals with compliance and risk leaders. What makes this seat unusual is a large greenfield territory plus the freedom to shape your own go-to-market with local partners and AI-assisted research.

Responsibilities

• Open new private sector accounts across CEE and Central Asia. Working with internal and external stakeholders to build effective networks to deliver commercial execution of TRM’s services to leading private sector organisations across the region.
• Win a mixture of high velocity and larger more strategic engagements, by turning AML and fraud pain points into a clear business case, with AI-drafted account plans and proposals that you sharpen with your own market judgment.
• Own and define the model to build a 3x qualified pipeline each quarter through targeted campaigns, using AI-assisted segmentation and local-language messaging, and measure what converts.
• Decide how TRM enters each market, choosing between direct selling, resellers, and regional partners, and back each choice with AI-assisted analysis of account data.
• Grow strategic existing customers engagements through renewals, upsells, and new use cases.
• Bring customer and regulatory insight back to Product and Marketing so the next release matches how banks in your region actually work.

Requirements

• 5+ years selling SaaS or data products into banks, payment firms, crypto or fintechs in CEE or Central Asia, or 4+ years with deep AML and financial crime expertise, plus experience using AI tools to research and prioritize accounts.
• A record of closing a mixture of quick deal cycle and strategic longer term, higher value engagements and meeting quota, with AI-supported forecasting and pipeline reviews.
• Working knowledge of regional AML and sanctions frameworks and how compliance, risk, and procurement teams buy.
• Hands-on use of AI for prospecting, account planning, and call preparation, with clear examples of time or revenue gained.
• Experience building pipeline in a new territory, forming human lead networks and AI-assisted tools to test and measure what works.
• Credible, clear communication with senior compliance and risk executives, in person and virtually, including AI-assisted preparation for each meeting.
• Fluent English; Russian or a CEE relevant language is a strong plus.
• Based in Poland and willingness to travel regularly across the region.
• Schedule: Core hours overlapping CET, with flexibility for Central Asia hours and occasional US calls.

About the Team

• TRM’s EMEA Sales team gives each Account Director full ownership of a territory and the room to choose how to win it.
• The team collaborates closely and supports one another through shared pipeline insight, deal reviews, and open sharing of what works.
• The work is hard in a useful way: regulated buyers, several countries, long procurement cycles, and a product category that is still new to many banks.
• You will work with RevOps, Marketing, Legal, Product, and Solutions Architecture, who move quickly to back your deals.
• Distributed, not distant: the team works across UK and CET time zones, with flexibility for Central Asia hours and occasional US calls on complex deals.
• 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 regular pod calls.
• Company-wide all-hands and founder Q&A sessions keep everyone connected to the mission.

Learn about TRM Speed in this position

• Within your first 30 days, you rank every target bank and fintech in your territory and start outreach to the top tier, so pipeline grows before onboarding ends.
• When a compliance leader asks for a demo late on a Friday, you and TRM’s Solutions team deliver it that day, turning a warm inquiry into a scheduled evaluation by Monday.
• Within 90 days, you build qualified pipeline worth at least 3x your quota, backed by an account plan for every Tier 1 target.

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