📌 Core Information
🔹 Job Title: Account Director, UK National Security
🔹 Company: TRM Labs
🔹 Location: United Kingdom
🔹 Job Type: Full-time
🔹 Category: Sales
🔹 Date Posted: 2025-04-23
🔹 Experience Level: 10+ years
🔹 Remote Status: On-site (London, UK)
🚀 Job Overview
Key aspects of this role include:
- Driving TRM’s crypto go-to-market strategy for UK Public Sector customers
- Increasing and strengthening TRM’s foothold in the UK national security space
- Owning the entire sales process with new and existing customers
- Navigating complex processes to close six and seven figure deals
ASSUMPTION: This role requires a strong understanding of the UK Public Sector accounts and their workflows, as well as the cryptocurrency ecosystem.
📋 Key Responsibilities
✅ Account Mapping - Connect with key stakeholders, identify use cases, budget holders, decision-makers, influencers, and process owners
✅ Prospecting - Discover new stakeholders, identify use cases, budget holders, decision-makers, influencers, and process owners
✅ Nurturing - Own, plan, execute, and quarterback activities to nurture client relationships, feedback loops, referrals, renewals, upsells, cross-sells, and expansions
✅ Account Planning - Create and execute strategic plans to meet company goals and discover new growth opportunities
✅ Product and Subject Matter Expertise - Hone TRM product and customer vertical subject matter expertise to enrich every stage of the sales process
✅ Customer Advocacy - Proactively gather and prioritize customer feedback and champion it within TRM
✅ Loyalty - Develop a roster of happy customers that will refer new prospects, champion TRM, and provide crucial feedback
ASSUMPTION: This role requires strong customer-facing presentation and listening skills, as well as the ability to establish credibility with senior executives.
🎯 Required Qualifications
Education: Bachelor's degree in a relevant field
Experience: At least 8+ years of experience selling SaaS products into UK Public Sector accounts
Required Skills:
- Strong knowledge of UK Public Sector accounts and their workflows
- Strong customer-facing presentation and listening skills
- Ability to establish credibility with senior executives
- Storytelling ability to understand customer needs and build compelling value propositions
- Adaptability to react quickly to changing goals
- Autonomous, collaborative, and excellent communication skills
Preferred Skills:
- Experience with blockchain data, threat intelligence, or advanced analytics
- Fluency in English
ASSUMPTION: Candidates with experience in law enforcement, data science, engineering, or financial intelligence may have an advantage in this role.
💰 Compensation & Benefits
Salary Range: £80,000 - £120,000 per annum (based on industry standards for a Sales Account Director role in the UK)
Benefits:
- Competitive benefits package
- Growth opportunities in a fast-paced, collaborative environment
- Remote-friendly work culture with offsites and regional meetups
Working Hours: Full-time, typically Monday to Friday, 9:00 AM to 5:30 PM GMT (with flexibility for later calls with East and West Coast US when working on complex opportunities)
ASSUMPTION: The salary range provided is an estimate based on industry standards for a Sales Account Director role in the UK. Actual compensation may vary based on experience and qualifications.
📌 Applicant Insights
🔍 Company Context
Industry: Information Services, specifically focused on blockchain intelligence solutions to detect, monitor, and investigate fraud and financial crime in digital assets
Company Size: 201-500 employees, with a remote-first work culture that fosters global collaboration
Founded: 2018, with headquarters in San Francisco, California, USA
Company Description:
- TRM Labs is a mission-driven company committed to fighting crime and creating a safer world
- Leverages blockchain data, threat intelligence, and advanced analytics to empower governments, financial institutions, and crypto businesses to combat illicit activity and global security threats
- Offers products and services that enable customers to detect, monitor, and investigate fraud and financial crime in digital assets
Company Specialties:
- Anti-money laundering
- Blockchain analysis
- Transaction monitoring
- Crypto compliance
- Blockchain forensics
- Sanctions compliance
Company Website: http://trmlabs.com
ASSUMPTION: TRM Labs is a fast-growing company with a strong focus on innovation and customer success. They value employees who are impact-oriented, masterful craftspeople, and inspiring colleagues.
📊 Role Analysis
Career Level: Experienced professional with a proven track record in sales, preferably within the UK Public Sector or related industries
Reporting Structure: This role reports directly to the Head of Sales, EMEA
Work Arrangement: On-site in London, UK, with flexibility for remote work when required
Growth Opportunities:
- Potential to advance within the sales organization as TRM Labs continues to grow and expand its customer base
- Opportunities to work on high-impact challenges and make a real-world impact in a fast-paced, collaborative environment
- Access to development opportunities tailored to the role, such as training and mentorship programs
ASSUMPTION: This role offers significant growth potential for the right candidate, with opportunities to advance within the sales organization and make a meaningful impact on the company's mission.
🌍 Location & Work Environment
Office Type: On-site office in London, UK, with a remote-friendly work culture that supports global collaboration
Office Location(s): 450 Townsend St, San Francisco, California 94107, US (headquarters); London, UK (sales office)
Geographic Context:
- The United Kingdom is a major global hub for financial services and technology, with a thriving blockchain and cryptocurrency ecosystem
- London is a multicultural city with a vibrant tech scene, offering a high quality of life and numerous opportunities for professional growth
- The UK Public Sector is a significant market for TRM Labs' products and services, with a strong focus on national security and counter-terrorism efforts
Work Schedule: Full-time, typically Monday to Friday, 9:00 AM to 5:30 PM GMT, with flexibility for later calls with East and West Coast US when working on complex opportunities
ASSUMPTION: The on-site nature of this role allows for better collaboration and relationship-building with local clients and stakeholders, while the remote-friendly work culture enables flexibility and work-life balance.
💼 Interview & Application Insights
Typical Process:
- Online application submission
- Phone or video screen with the hiring manager
- On-site or virtual interview with the hiring manager and other team members
- Final interview with the Head of Sales, EMEA
- Background check and offer extension
Key Assessment Areas:
- Sales experience and track record within the UK Public Sector
- Understanding of the cryptocurrency ecosystem and blockchain technology
- Customer-facing presentation and listening skills
- Ability to establish credibility with senior executives
- Storytelling ability to convey compelling value propositions
- Adaptability and problem-solving skills
Application Tips:
- Tailor your resume and cover letter to highlight your relevant sales experience and achievements within the UK Public Sector
- Demonstrate your understanding of the cryptocurrency ecosystem and blockchain technology in your application materials
- Prepare examples of your customer-facing presentation and listening skills, as well as your ability to establish credibility with senior executives
- Be ready to discuss your adaptability and problem-solving skills, as well as your ability to work autonomously and collaborate effectively with a remote team
ATS Keywords: UK Public Sector, Sales, SaaS, Cryptocurrency, Blockchain, National Security, Account Director, Customer Relationship Management, Prospecting, Nurturing, Account Planning, Product Expertise, Customer Advocacy
ASSUMPTION: TRM Labs uses an Applicant Tracking System (ATS) to manage job applications, so including relevant keywords in your resume and cover letter can help your application stand out.
🛠️ Tools & Technologies
- Salesforce or similar CRM software
- Microsoft Office Suite (Word, Excel, PowerPoint)
- Video conferencing tools (e.g., Zoom, Google Meet)
- Project management tools (e.g., Asana, Trello)
ASSUMPTION: Familiarity with these tools and technologies is not required, but may be helpful in performing the job effectively.
👔 Cultural Fit Considerations
Company Values:
- Impact-Oriented Trailblazer - Put customers first, drive for speed, focus, and adaptability
- Master Craftsperson - Prioritize speed, high standards, and distributed ownership
- Inspiring Colleague - Value humility, candor, and a one-team mindset
Work Style:
- Fast-paced and high-impact environment
- Collaborative and remote-friendly work culture
- Focus on customer success and continuous improvement
Self-Assessment Questions:
- Do you have a proven track record of success in selling SaaS products into the UK Public Sector?
- Are you comfortable working in a fast-paced, high-impact environment and collaborating with a remote team?
- Do you have strong customer-facing presentation and listening skills, as well as the ability to establish credibility with senior executives?
- Are you adaptable and able to react quickly to changing goals?
- Do you share TRM Labs' commitment to fighting crime and creating a safer world through innovative blockchain intelligence solutions?
ASSUMPTION: TRM Labs values employees who are a strong cultural fit, with a passion for the company's mission and a commitment to its core values.
⚠️ Potential Challenges
- The UK Public Sector is a complex and dynamic market, with changing priorities and budgets
- Navigating the cryptocurrency ecosystem and blockchain technology may present a learning curve for some candidates
- The on-site nature of this role may require frequent travel and flexibility in working hours
- The remote-friendly work culture may present challenges in building and maintaining relationships with local clients and stakeholders
ASSUMPTION: These challenges can be overcome with strong communication skills, adaptability, and a commitment to continuous learning and improvement.
📈 Similar Roles Comparison
- This role is similar to other Sales Account Director positions, but with a focus on the UK Public Sector and national security
- Unlike other sales roles, this position requires a strong understanding of the cryptocurrency ecosystem and blockchain technology
- Career progression in this role may lead to opportunities in sales management, customer success, or other related fields within TRM Labs
ASSUMPTION: This role offers unique opportunities for growth and development within the sales organization, with a focus on the UK Public Sector and national security.
📝 Sample Projects
- Developing and executing a strategic account plan for a major UK Public Sector client, resulting in a significant increase in revenue and customer satisfaction
- Collaborating with the product team to gather customer feedback and drive product improvements, leading to enhanced customer value and market differentiation
- Leading a cross-functional team to deliver a successful customer event or conference, showcasing TRM Labs' products and thought leadership in the blockchain intelligence space
ASSUMPTION: These sample projects demonstrate the impact and growth opportunities available to the right candidate in this role.
❓ Key Questions to Ask During Interview
- What are the most pressing challenges facing the UK Public Sector in the cryptocurrency and blockchain intelligence spaces, and how does this role address them?
- How does TRM Labs support the professional development and growth of its sales team members?
- What is the company's approach to work-life balance and employee well-being, particularly for remote and on-site employees?
- How does TRM Labs measure and track the success of its sales team members, and what opportunities are there for advancement within the sales organization?
- What is the company's long-term vision for its products and services in the UK Public Sector and national security markets, and how does this role contribute to that vision?
ASSUMPTION: Asking these questions can help you better understand the role, the company, and the opportunities for growth and development.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through this link
- Tailor your resume and cover letter to highlight your relevant sales experience and achievements within the UK Public Sector
- Prepare examples of your customer-facing presentation and listening skills, as well as your ability to establish credibility with senior executives
- Be ready to discuss your adaptability and problem-solving skills, as well as your ability to work autonomously and collaborate effectively with a remote team
- Follow up with the hiring manager one week after submitting your application to inquire about the status of your application
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
