Account Director, Southern Europe - Public Sector

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. 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. The impact you will have: - 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. What we’re looking for: - 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. 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. Learn about 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. Team Operating Rhythms: - 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. Required online and collaboration hours: - Schedule: Core hours on CET, with overlap to UK hours and occasional US calls. HM to confirm. APPLICATION INSTRUCTIONS If you’re interested in joining TRM, we encourage you to apply directly. Every application is reviewed by our Talent team. Before applying, review the job description carefully and highlight the experience and impact that best demonstrate the required qualifications. Please also provide thoughtful and accurate answers to the application questions, as these will be used to evaluate your skills and qualifications for the role. If you send your resume directly to someone at TRM, we can’t guarantee it will reach the appropriate hiring team. Applying directly is the best way to ensure your application will be considered. INTERVIEWING WITH TRM Our process is designed to understand how you think, solve problems, and deliver impact, while allowing you to evaluate TRM. Most interview processes include a case study, an AI skills assessment, and a Leadership Principles interview. - Recruiter Intro: Qualifications, motivations, and alignment with the role. - Hiring Manager: Deep dive into your relevant experience, skills, and impact. - First Round: 1–2 interviews focused on the skills most critical to the role. - Final Round: Hands-on case study. This is usually a panel-style session where we go deeper into your craft, problem-solving, and alignment with TRM. - References: Former colleagues who can provide insight into your work and impact. - Offer: Congrats! Your recruiter will present the offer and compensation details. - Welcome to TRM: We're excited to build a safer world with you! Your recruiter will share your specific interview plan and preparation guidance along the way. 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. LIFE AT TRM We are building a safer world. That promise shows up in how we work every day. TRM moves FAST. 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 - 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 thriving in 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. 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. 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 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 agree to allow TRM Labs to process your personal information in accordance with our Privacy Policy https://www.trmlabs.com/policies/privacy-policy. We collect the information you provide (such as your resume, work history, and contact details) solely for the purpose of evaluating your candidacy for current and future roles at TRM. Because our hiring cycles for certain positions may span 24 to 36 months, we retain your personal information for up to 36 months from the date of your application. After that period, your data is deleted unless a different retention period is required or permitted by law. If you are located in the European Economic Area, the United Kingdom, or another jurisdiction with applicable data protection laws, you have the right to access, correct, or request deletion of your personal data at any time before that period ends. To exercise any of these rights, contact us at privacy@trmlabs.com. To notify TRM Labs that you believe this job posting is non-compliant, please submit a report through this form https://docs.google.com/forms/d/e/1FAIpQLSc6e8jRCl2cQwgIzXLpIGQXtwvMQh__TcokvO2toAAkT44A6Q/viewform?usp=dialog. No response will be provided to inquiries unrelated to job posting compliance. The use of AI tools of any kind (including but not limited to notetakers, interview assistants, and real-time coaching tools such as Otter.ai, Fireflies, Fathom, Cluey, or similar) during TRM interviews is not permitted without prior approval from TRM. TRM uses its own internal tools for note-taking to ensure a consistent and confidential experience for all candidates…