Account Director – Public Sector

TRM Labs

. Own TRM’s public sector business across Italy and Southern Europe .

Posted 10/23/2026full-timeRemote • ItalyLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in selling SaaS and data intelligence solutions to government and law enforcement sectors, with a strong focus on building and managing a qualified pipeline. Proficient in utilizing AI tools for prospecting and account planning while ensuring compliance with public procurement regulations.

Highest-signal resume keywords

6+ Years Selling SaaS SolutionsRecord Of Closing Six- And Seven-Figure DealsExperience Running Tenders And RFx ResponsesFluent In Italian And EnglishAI Fluency For Prospecting And Workflow Acceleration

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

SaaS SalesData Intelligence SolutionsPipeline DevelopmentTender ManagementAccount PlanningRegulatory CompliancePublic Procurement KnowledgeInvestigative Solutions SalesRevenue Growth StrategiesAI Utilization

Soft Skills

Clear CommunicationCollaborationCredibility With Senior OfficialsProblem-SolvingCustomer Insight

Tools & Technologies

AI ToolsCRM SoftwareData Analytics PlatformsTender Management SystemsCollaboration Tools

Industry Keywords

Public SectorLaw EnforcementRegulatory InsightProcurement OfficesBudget HoldersInvestigatorsDigital Asset RegulationAML ComplianceSouthern Europe MarketGovernment Sales

About the role

Key responsibilities & impact

Own TRM’s public sector business across Italy and Southern Europe
Map priority agencies and use AI tools to identify budget holders, investigators, procurement offices, and upcoming tenders
Win six- and seven-figure deals by translating investigative pain points into clear business cases
Build a 3x qualified pipeline each quarter through targeted outreach, agency training days, and events
Determine whether to sell directly or through approved resellers and integrators
Grow live customers through renewals, upsells, and new use cases
Use AI summaries of usage and call notes to identify expansion signals
Provide customer and regulatory insight to Product, Policy, and Law Enforcement Relations
Rank target agencies and begin outreach within the first 30 days
Coordinate Solutions, Legal, and partners on urgent tender responses
Build qualified pipeline worth at least 3x quota within 90 days
Participate in weekly 1:1s, team, pipeline, forecast, and pod calls
Collaborate with Law Enforcement Relations, Solutions Architecture, Legal and Deal Desk, Partnerships, Product, and Policy

Requirements

What you’ll need

6+ years selling SaaS, data intelligence, or investigative solutions to government, law enforcement, or regulators in Italy or Southern Europe
Record of closing six- and seven-figure deals and meeting quota
Experience running tenders, RFx responses, or framework purchases
Working knowledge of Italian and EU public procurement, AML, and digital asset regulation
Understanding of how investigators, budget holders, and procurement teams buy
Hands-on use of AI for prospecting, account planning, and tender and call preparation, with clear examples of time or revenue gained
Experience building pipeline from scratch in a new territory
Experience working with resellers or integrators
Credible, clear communication with senior officials and investigators, in person and virtually
Fluent Italian and English
Spanish, Portuguese, or Greek is a strong plus
Based in Italy, with Rome or Milan preferred
Willingness to travel regularly across the region
Availability for core hours on CET, overlap with UK hours, and occasional US calls
AI fluency and ability to use AI to accelerate workflows, structure and solve problems, improve output quality, and increase speed and leverage

Benefits

Comp & perks

Distributed-first/remote work arrangement
Flexible collaboration across UK and CET time zones, with occasional US calls
Company-wide all-hands and founder Q&A sessions
Shared pipeline insight, deal reviews, and open sharing of best practices
Professional growth and learning through case studies, AI skills assessment, and Leadership Principles feedback
Reasonable accommodations for applicants with disabilities
Compensation details provided with the offer