Account Manager, EMEA Public Sector

TRM Labs

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's Commercial team is growing its EMEA Public Sector footprint, and this role sits at the center of that expansion. As an Account Manager, you'll own a book of business across public sector customers in the region, managing the full post-sale lifecycle from onboarding through renewal and expansion. You'll use modern account intelligence and workflow tools to research accounts, prepare for customer conversations, prioritize opportunities, and forecast with precision. This is a high-autonomy role for someone who thrives in a fast-moving environment, builds trust quickly, and turns renewals into growth. The impact you will have: - Drive net retention and expansion across a portfolio of public sector accounts in EMEA, identifying upsell signals, prioritizing your book, and surfacing renewal risks early - Own the full renewal and expansion motion for your accounts, from commercial negotiation through close, with quota accountability for both retention and growth - Use account research and customer intelligence tools to prepare for every customer conversation, ensuring you show up with relevant context on each account’s priorities, operating environment, and evolving compliance needs - Build trusted relationships with senior and working-level stakeholders across your accounts, maintaining continuity and deepening engagement over time - Maintain accurate pipeline and forecast data in Salesforce, ensuring your manager and cross-functional partners have clear visibility into account health, renewal timing, and expansion opportunities - Partner with Sales, Product, and Solutions Architecture to translate customer feedback into actionable insights and surface high-priority themes across your book What we're looking for: - 3+ years of experience in SDR, Account Management, Customer Success, or a post-sale SaaS role, ideally supporting public sector customers in EMEA - Proven quota responsibility for renewals and expansions, with a track record of managing commercial conversations end-to-end - Ability to operate across EMEA markets and build relationships; fluency in multiple languages is a plus - Familiarity with financial crime compliance domains, including AML, sanctions, and KYC, or a strong aptitude to ramp quickly in a highly regulated vertical - Comfort managing a high-volume book of business with competing priorities and tight timelines - Strong customer presence with the ability to build credibility across senior and working-level stakeholders - Clear, direct communicator who drives alignment on next steps and ensures nothing falls through the cracks on complex, multi-stakeholder accounts - Disciplined pipeline hygiene and forecasting in Salesforce, with comfort using data and account insights to inform commercial planning - Highly autonomous and accountable; you own your outcomes, follow through on commitments, and don’t wait for direction to take the next step - Adaptable and resilient; you adjust your approach quickly as priorities, customer needs, and market conditions evolve About the Team: Our EMEA Public Sector commercial team operates with high autonomy and deep customer obsession. We collaborate closely across Sales, Customer Success, Product, and Operations, primarily through Slack and async documentation. Communication is direct, documentation is valued, and we move fast without sacrificing customer trust. This role supports accounts primarily in EMEA time zones. You should expect some overlap with US-based teams for internal collaboration, with flexibility to operate across the region as your book of business requires. Learn about TRM Speed in this position: - The week you join, you begin mapping your book and arriving at customer conversations with a clear point of view on account health, renewal timing, and expansion potential - When a renewal shows signs of risk, you don’t wait for escalation; you flag the issue, build an outreach plan, and bring in the right internal partners quickly - When customer feedback surfaces a pattern across your book, you synthesize it into a structured summary and share it with the right Product and cross-functional partners 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 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 https://www.trmlabs.com/resources/blog/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 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. We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this form https://docs.google.com/forms/d/e/1FAIpQLSevmAzPxWOYm_7kMHb9lEJlX3tpdBeHvvvNWjsI_6xhUfnXjw/viewform?usp=dialog. RECRUITMENT AGENCIES TRM Labs does not accept unsolicited agency resumes. Please do not forward resumes to TRM employees. TRM Labs is not responsible for any fees related to unsolicited resumes and will not pay fees to any third-party agency or company without a signed agreement. LEARN MORE: COMPANY VALUES https://www.trmlabs.com/culture | INTERVIEWING https://www.trmlabs.com/interviewing | FAQS https://www.trmlabs.com/faq