Account Director – UK Public Sector

TRM Labs is seeking a Sales Account Director – Public Sector to build and expand our footprint across the UK Public Sector (Law Enforcement) ecosystem. In this role, you will own strategic relationships and end-to-end sales execution — from prospecting through close — to drive mission impact and accelerate the adoption of TRM’s blockchain intelligence solutions.

You’ll partner closely with UK LE stakeholders, helping them harness TRM’s technology to investigate and mitigate crypto-related threats. This is a high-impact, strategic role requiring exceptional consultative selling skills, deep public sector acumen, and the ability to navigate complex procurement environments with speed and precision.

The impact you will have here:

• Scale TRM’s UK Law Enforcement business:

  Develop and execute a go-to-market strategy to establish TRM as THE trusted blockchain investigations partner for UK public sector customers.

• Account Planning and Territory Development:

  Map key accounts, identify decision-makers and influencers, and uncover mission-aligned opportunities. Design and execute territory plans that align TRM’s solutions with customer priorities.

• End-to-End Sales Execution:

  Own the full sales lifecycle — from qualification through close — driving predictable pipeline growth and consistently exceeding ARR targets (~$1.5M).

• Customer Engagement and Relationship Building:

  Establish high-trust relationships with senior leaders and stakeholders across LE agencies. Serve as a strategic advisor and advocate throughout their TRM journey.

• Cross-Functional Collaboration:

  Partner with TRM’s product, customer success, and intelligence teams to deliver tailored solutions, ensure customer success, and inform product direction.

• Customer Advocacy and Thought Leadership:

  Represent TRM at industry events and customer briefings; share customer insights internally to guide product innovation and strengthen TRM’s market leadership.

What we’re looking for:

• Experience: 10+ years of enterprise sales experience, including significant success selling into the UK Law Enforcement or broader Public Sector ecosystem.
• Domain Expertise: Deep understanding of UK Law Enforcement, procurement processes, and decision-making structures. Existing network of trusted relationships preferred.
• Sales Craft: Proven track record of closing six/seven-figure SaaS deals; skilled at uncovering customer needs, crafting compelling value propositions, and navigating complex sales cycles.
• Presence and Credibility: Excellent communication and storytelling ability; capable of building trust and influencing senior executives.
• Adaptability and Velocity: Operates with urgency, focus, and flexibility in fast-moving, ambiguous environments.
• Integrity and Ownership: Demonstrates TRM’s values — impact orientation, craftsmanship, inspiring collaboration, and speed — in every interaction.
• Security Clearance: British citizen with current or prior SC clearance (or eligibility to obtain).

About the Team:

• TRM’s EMEA Sales Team has a fast paced, positive and open culture. Team members are given a high degree of responsibility and autonomy so that they can decide the best way to deliver against goals. The team works positively together and you can expect a lot of help and support from both your team mates and your manager – who tries to make himself super available to assist you with questions, problems or at customer meetings. The team gets together for calls regularly including a weekly team call, a weekly pipeline call, a weekly forecast call and fortnightly pod calls. In addition TRM runs regular “all hands” and “found AMA” calls so that everyone feels connected to the wider team and mission. Slack is main tool that is at the center of all asynchronous and synchronous communication.
• The EMEA Sales team works UK and CET time. However there might be some requirement for later calls with East and West Coast US when working on complex opportunities.

Learn about TRM Speed in this position:

• TRM receives an urgent lead from a prospect at 3:30PM on a Friday, they would like to speak to somebody in detail about their requirements, TRM’s product and would like to see a demo today.
• Within your first month you will need to profile and stack rank all prospects and customers in your territory and start an outreach program yourself and with your SDR all whilst completing TRM’s onboarding and training.
• TRM receives a customer RFx late from a partner. It looks perfect for us, but we only have 3 days to respond. Rally your virtual team’s resources to provide a high quality, detailed response that satisfies the customer.