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.

Team & Position Summary

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.

The impact you will have:

- Own the entire sales process — prospecting, demos, trials, and closing — to build and convert a pipeline of strategic public sector opportunities across ANZ.
- Develop and nurture partnerships across federal and state agencies, turning early relationships into a durable ANZ public sector footprint.
- Drive account growth post-close — renewals, upsells, cross-sells, and referrals — while championing customer feedback back into TRM.
- Build deep product and vertical expertise to guide customers from first demo through advisory sessions and expansion.

What we're looking for:

- 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.
- Strong network and credibility with senior officers across Australian and New Zealand public sector agencies.




- Solid grounding in crypto/digital assets and AI, plus familiarity with AML/KYC and crypto regulatory frameworks.
- Comfortable operating autonomously in a fast-paced startup setting; based in Australia.

About the Team:

- 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.
- The team runs a weekly team call, weekly pipeline call, weekly forecast call, and fortnightly pod calls, plus company-wide All Hands and Founder AMAs.

Team Operating Rhythms:

- The team operates primarily on Singapore and Australian time, with occasional later calls to cover US East/West Coast stakeholders on complex opportunities.
- Slack is the hub for async and sync communication; deal reviews and forecasting run through Salesforce and BoostUp.

Required online and collaboration hours:

- Schedule: Core overlap across Singapore and Australian business hours

Travel Requirements:

- Schedule: Regular travel within Australia/NZ to meet with public sector customers and partners.
- Frequency: Estimate 25–40%

Learn about TRM Speed in this position:

- Within the first 30 days, build a territory plan with Tier 1/2/3 accounts mapped across ANZ's LE, NatSec, and Defence landscape.
- Within 60 days, build account plans for Tier 1/2 accounts and generate a qualified pipeline sized to hit quota.
- Within 90 days, close or materially advance your first strategic deal with an ANZ public sector agency, with full MEDDPICC discipline in Salesforce.

We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this form.

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📌 Account Director, PubSec - ANZ (Australia)
🏢 TRM Labs
📍 Australia