Account Director – Public Sector

Build a Safer World.

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.

TRM’s blockchain intelligence and AI platforms include solutions to trace the source and destination of funds, identify illicit activity, build cases, and construct an operating picture of threats.

TRM is trusted by leading agencies and businesses worldwide who rely on TRM to enable a safer, more secure world for all.

The Account Director for Nordic Public Sector will join TRM's team driving our go-to-market strategy across the Nordic region.

Their mission is to increase and strengthen TRM's foothold with government agencies, regulators, financial intelligence units, and law enforcement organizations combating financial crime and building resilient digital asset ecosystems.

We're looking for a customer-obsessed, consultative salesperson to own the entire sales process with new and existing customers.

This person will bring deep knowledge of the cryptocurrency ecosystem and feel comfortable navigating complex Nordic public sector procurement processes to close six- and seven-figure deals.

This is a critical role for the EMEA team — an experienced, ready-to- ramp sales professional with executive relationships across Nordic public sector is essential.

The impact you will have here: Account Mapping — Connect with all current key stakeholders within assigned Nordic public sector accounts.

Identify what matters to them, their potential use cases, who holds budgets, who makes decisions, who influences decisions, and who owns which process across government agencies, regulators, and law enforcement .

Prospecting — Discover new stakeholders across accounts and identify new agencies and organizations TRM has not yet reached.

Secure 8+ discovery meetings across at least 5 distinct Nordic agencies within your first 30 days; complete stakeholder maps and next-steps for each.

Nurturing — Own, plan, execute, and quarterback activities to nurture client relationships, feedback loops, referrals, renewals, upsells, cross-sells, and expansions.

Develop long-term strategic partnerships that position TRM as an indispensable mission partner.

Territory Strategy & Planning — Create and execute strategic plans for the Nordics that deliver on key revenue, growth, and retention goals while uncovering new opportunities.

Maintain disciplined pipeline coverage and rigorous forecasting.

Product & Subject Matter Expertise — Deepen expertise in TRM's product suite and the Nordic regulatory environment to enrich every stage of the sales process — from demonstrations and trials to customer advisory sessions and innovation workshops.

Run at least one innovation workshop per month with a priority agency .

Customer Advocacy — Proactively gather and prioritize customer feedback and champion it within TRM to influence product strategy and roadmap.

Loyalty — Build a portfolio of highly satisfied customers who champion TRM within their networks and across regional forums, refer new prospects, and provide crucial feedback.

What we’re looking for: Experience: 6+ years of B2G SaaS or technology sales experience with a demonstrated ability to consistently deliver against net new sales targets, ideally within 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.

Existing executive-level network across Nordic government agencies is strongly preferred.

Consultative Selling: Strong customer-facing presentation and listening skills with the aptitude to establish credibility with senior government , financial, and compliance stakeholders.

Proven ability to shape strategic technology partnerships.

Storytelling & Influence: Natural storyteller with the capacity to understand customer needs and convey compelling value propositions to diverse government audiences.

Regulatory Knowledge: Familiarity with Anti-Money Laundering (AML), Counter-Terrorist Financing (CTF), Know Your Customer (KYC), and sanctions frameworks across the Nordic and European landscape.

Understanding of emerging crypto regulatory initiatives (e.g., MiCA, EU AML packages) is a plus.

Crypto & Blockchain Fluency: Strong interest/knowledge of cryptocurrencies, digital assets, and/or blockchains.

Experience with blockchain analytics, financial intelligence tools, or similar technologies is a plus.

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 and proactive — generates own leads, builds own proposals, and owns outcomes end-to-end without leaning on leadership to close deals.

Exceptional Communication: Outstanding written and verbal communication and problem-solving skills.

Startup Velocity: Previous 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.

The team thrives on collaboration, sharing opportunities and competitive insights to boost each other’s sales efforts.

Communication is key — we primarily use Slack, making sure to @mention colleagues for 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.

The team predominantly operates in the BST timezone, with 15-minute breaks and an expectation of 5 calls/day.

We respect family time and strive not to intrude on it, while remaining committed to contributing whenever needed.

Evaluating Manager for this hire: Tom Morrison.

Team Operating Rhythms: Weekly 1:1 meetings with manager (Michael McCormack) 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 Learn about TRM Speed in this position: First 30-day customer access: Secure 8+ discovery meetings across at least 5 distinct Nordic agencies in 30 days; complete stakeholder maps and next-steps for each.

Produce customer-facing one-pagers or workshop briefs within 5 business days of request — leveraging AI tools to accelerate drafting.

Run at least 1 “innovation workshop” per month with a priority Nordic agency, demonstrating TRM’s blockchain intelligence capabilities in their operational context.

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 financial 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.

Learn more: Interviewing at TRM: How We Hire and What Success Looks Like 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 everyday.

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 Blockchain Capital, 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.

Privacy Policy and Additional Information By submitting your application, you are agreeing to allow TRM to process your personal information in accordance with the TRM Privacy Policy .

Our typical hiring cycles for specialized roles span 24 to 36 months.

Accordingly, we retain your personal information for up to 36 months to evaluate your application and to consider you for current and future employment opportunities, unless you request earlier deletion or a different retention period is required or permitted by law.

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