Account Director, PubSec - ANZ at TRM Labs

<h2>Build a Safer World.</h2><p style="min-height:1.5em">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.</p><p style="min-height:1.5em"></p><p style="min-height:1.5em"><strong>Team &amp; position summary</strong></p><p style="min-height:1.5em">The Account Director, PubSec - ANZ will own and grow TRM's presence across public sector agencies in Australia and New Zealand — specifically Law Enforcement, National Security, Financial Regulation, and Defence. This is an end-to-end new business role: you'll build mindshare in blockchain intelligence and AI adoption from the ground up, running the full sales cycle independently across a multi-time-zone territory.</p><p style="min-height:1.5em"><strong>The impact you will have:</strong></p><ul style="min-height:1.5em"><li><p style="min-height:1.5em">Own the entire sales process — prospecting, demos, trials, and closing — to build and convert a pipeline of strategic public sector opportunities across ANZ.</p></li><li><p style="min-height:1.5em">Develop and nurture partnerships across federal and state agencies, turning early relationships into a durable ANZ public sector footprint.</p></li><li><p style="min-height:1.5em">Drive account growth post-close — renewals, upsells, cross-sells, and referrals — while championing customer feedback back into TRM.</p></li><li><p style="min-height:1.5em">Build deep product and vertical expertise to guide customers from first demo through advisory sessions and expansion.</p></li></ul><p style="min-height:1.5em"><strong>What we're looking for:</strong></p><ul style="min-height:1.5em"><li><p style="min-height:1.5em">5+ years of Public Sector SaaS sales experience with a track record of hitting net-new targets in Law Enforcement, National Security, Defence, or Intelligence.</p></li><li><p style="min-height:1.5em">Strong network and credibility with senior officers across Australian and New Zealand public sector agencies.</p></li><li><p style="min-height:1.5em">Solid grounding in crypto/digital assets and AI, plus familiarity with AML/KYC and crypto regulatory frameworks.</p></li><li><p style="min-height:1.5em">Comfortable operating autonomously in a fast-paced startup environment; based in Australia.</p></li></ul><p style="min-height:1.5em"><strong>About the Team:</strong></p><ul style="min-height:1.5em"><li><p style="min-height:1.5em">You'll join TRM's APAC/ANZ Sales Team, reporting to Patrick Lim, in a fast-paced, high-autonomy culture where teammates and your manager stay closely available for support.</p></li><li><p style="min-height:1.5em">The team runs a weekly team call, weekly pipeline call, weekly forecast call, and fortnightly pod calls, plus company-wide All Hands