Account Manager, EMEA Public Sector

## 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…