Account Director - Public Sector (Middle East)

Trm Labs

The impact you will have:

• Build and nurture trusted relationships with key stakeholders across ministries, central banks, regulators, and law enforcement agencies. Understand their missions, priorities, decision-makers, influencers, and procurement pathways.
• Spearhead the integration of blockchain intelligence solutions into customer workflows, often for the first time, ensuring TRM becomes an indispensable partner in advancing their mandates.
• Own, plan, execute, and quarterback relationship activities from feedback loops and renewals to expansions, upsells, and cross-functional initiatives that drive long-term adoption.
• Create and execute a strategic plan for your territory that delivers on key revenue, growth, and retention goals while uncovering new opportunities across emerging markets in the Middle East.
• Deepen your expertise in TRM s product and the regional regulatory environment to deliver value at every stage of the sales process from discovery and demos to advisory sessions and innovation workshops.
• Act as the customer s advocate within TRM, proactively gathering and prioritizing feedback to influence product strategy and roadmap.
• Build a portfolio of highly satisfied customers who champion TRM within their networks and across regional forums.

What we re looking for:

• Experience: 8+ years of SaaS or technology sales experience, ideally within public sector, government, or regulatory environments in the Middle East.
• Domain Fluency: Strong understanding of government workflows, public procurement processes, and the missions of regulatory and enforcement bodies related to financial crime or digital assets.
• Consultative Selling: Proven ability to engage senior government and policy stakeholders, establish trust, and shape strategic technology partnerships.
• Regulatory Knowledge: Familiarity with Anti-Money Laundering (AML), Counter-Terrorist Financing (CTF), and sanctions frameworks is strongly preferred.
• Storytelling & Influence: Ability to articulate complex value propositions clearly and persuasively to diverse audiences.
• Relationship Builder: A farmer mindset energized by developing long-term partnerships, discovering new use cases, and driving customer success.
• Adaptable & Agile: Comfortable navigating ambiguity and evolving priorities in fast-changing policy and technology landscapes.
• Autonomous & Accountable: Self-directed and proactive; owns outcomes end-to-end.
• Collaborative: Works effectively with cross-functional teams (product, policy, engineering, and customer success) to deliver customer value.
• Technical Aptitude: Experience with blockchain, virtual currencies, or financial intelligence tools is a plus.

About the Team:

• Our team thrives on collaboration, always looking out for each other by sharing opportunities and competitive insights. We actively exchange ideas and strategies to boost each other's sales efforts. Communication is key, and we primarily use Slack, making sure to @mention colleagues for timely responses. Our routine includes weekly 1-on-1 meetings with managers, bi-weekly team meetings, and monthly Pod meetings with the broader support organization. Above all, we prioritize our customers' missions, and this dedication is reflected in every aspect of our TRM life.

Learn about TRM Speed in this position:

• First 30-day customer access: Secure 8+ discovery meetings across at least 5 distinct ministries/agencies in 30 days; complete stakeholder maps and next-steps.
• Produce Arabic/English customer-facing one-pagers or workshop briefs within 5 business days of request.
• Run at least 1 innovation workshop per month with a priority agency.