Account Director – Public Sector

• 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

• 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

• 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