Account Director, Southern Europe - Public Sector

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 law enforcement trace and stop illicit finance. This role brings that mission to investigators, financial intelligence units, tax and customs agencies, and regulators across Italy and Southern Europe. You will own TRM’s public sector business in a territory where we are building coverage, setting account strategy and closing six- and seven-figure deals through direct sales and partners. What makes this seat unusual is a large greenfield territory plus the freedom to shape your own go-to-market, procurement approach and partner network with AI-assisted research.

Responsibilities

• Map every priority agency in Italy and Southern Europe, using AI tools to identify budget holders, investigators, procurement offices and upcoming tenders so your first outreach reaches the right people in week one.
• Win six- and seven-figure deals by turning investigative pain points into a clear business case, using AI-assisted segmentation and local-language messaging, and measure what converts.
• Build a 3x qualified pipeline each quarter through targeted outreach, agency training days and events, and measure what converts.
• Decide how TRM reaches each agency, choosing between direct selling and approved resellers or integrators, and back each choice with AI-assisted analysis of procurement routes.
• Grow live customers through renewals, upsells, and new use cases, using AI summaries of usage and call notes to spot expansion signals early.
• Bring customer and regulatory insight back to Product, Policy and Law Enforcement Relations so the next release matches how agencies in your region actually work.

Requirements

• 6+ years selling SaaS, data intelligence or investigative solutions to government, law enforcement or regulators in Italy or Southern Europe
• A record of closing six- and seven-figure deals and meeting quota, including experience running tenders, RFx responses or framework purchases.
• Working knowledge of Italian and EU public procurement, AML and digital asset regulation, and how investigators, budget holders and procurement teams buy.
• Hands-on use of AI for prospecting, account planning, and tender and call preparation, with clear examples of time or revenue gained.
• Experience building pipeline from scratch in a new territory, including working with resellers or integrators
• Credible, clear communication with senior officials and investigators, in person and virtually.
• Fluent Italian and English; Spanish, Portuguese or Greek is a strong plus.
• Based in Italy (Rome or Milan preferred), willingness to travel regularly across the region.
• Core hours on CET, with overlap to UK 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: public buyers, several countries, long procurement cycles, and a product category that is new to many agencies.
• You will work with Law Enforcement Relations, Solutions Architecture, Legal and Deal Desk, Partnerships, Product, and Policy, who move quickly to back your deals.
• Distributed, not distant: the team works across UK and CET time zones, with 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.

TRM Speed in this position

• Within your first 30 days, you rank every target agency in your territory and start outreach to the top tier, so pipeline grows before onboarding ends.
• When an agency shares a tender late on a Friday and gives you three days to respond, you pull together Solutions, Legal and your partner to submit a strong, detailed response on time.
• Within 90 days, you build qualified pipeline worth at least 3x your quota, backed by an account plan and a buying route for every Tier 1 agency.

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