Account Manager, Public Sector (EMEA)

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 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 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 you’re considered. WHAT TO EXPECT FROM OUR INTERVIEW PROCESS Our process is designed to understand how you think, solve problems, and deliver impact, while giving you the opportunity to evaluate TRM. Most interview processes include a case study, AI skills assessment, and Leadership Principles interview. - Recruiter Intro: Explore your experience, motivations, and alignment with the role. - Hiring Manager: Dive deeper into your relevant experience, skills, and impact. - First Round: Typically 1–2 interviews focused on the skills most critical to the role. - Final Round: Typically 3–5 interviews to go deeper on your craft, problem-solving, and alignment with TRM. - References: We’ll speak with former colleagues who can provide perspective on your work and impact. - Offer: If it’s a mutual fit, your recruiter will walk you through y