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Account Director, Japan

Japan

TRM Labs is a blockchain intelligence company committed to fighting crime and creating a safer world. By leveraging blockchain data, threat intelligence, and advanced analytics, our products empower governments, financial institutions, and crypto businesses to combat illicit activity and global security threats. At TRM, you'll join a mission-driven, fast-paced team made up of experts in law enforcement, data science, engineering, and financial intelligence, tackling complex global challenges daily. Whether analyzing blockchain data, developing cutting-edge tools, or collaborating with global organizations, you'll have the opportunity to make a meaningful and lasting impact.

Team & position summary

The Account Director will have the exciting opportunity to help shape and deliver on a strategy to build mindshare and adoption of our products across public sector agencies in Japanese and South Korean markets, specifically Law Enforcement and National Security entities. We're looking for a customer-obsessed, consultative salesperson to own the entire sales process with new customers. This person will be knowledgeable about the public sector digital/cyber investigation and cryptocurrency ecosystem and feel comfortable navigating both complex six-figure deals and fast-moving transactional deals. They will be able to work independently to break new ground across several time zones.

The impact you will have:

  • Researching and creating opportunities, prospecting, initiating discussions, building relationships, conducting demos, managing product trials, and most importantly: closing deals! This is an end-to-end new business sales role and no task is too small or too large.
  • Researching, creating and nurturing partnership relationships across Japan and South Korea
  • Developing, maintaining, and reporting against an ongoing pipeline of strategic opportunities to ensure achievement of sales targets.
  • Nurturing existing customers - Own, plan, execute, and/or quarterback activities to nurture client relationships, feedback loops, referrals, renewals, upsells, cross-sells, expansions.
  • Account planning - Create and execute strategic plans for every account to not only ensure company goals are met across key revenue and churn metrics, but also new growth opportunities are discovered and pursued.
  • Product & subject matter expertise - Hone TRM product & customer vertical subject matter expertise to enrich every stage of the sales process from demonstrations to trial to customer advisory sessions to innovation workshops.
  • Customer advocacy - Pro-actively gather and prioritize customer feedback and champion it within TRM.
  • Loyalty - Develop a roster of happy customers that will refer new prospects, champion TRM, and provide crucial feedback.

What we’re looking for:

  • 10+ years of Public Sector SaaS sales experience with a demonstrated ability to consistently deliver against net new sales targets within verticals like Law Enforcement, National Security, Defence and Intelligence.
  • Strong customer-facing presentation/listening skills with the aptitude to establish credibility with senior financial and compliance executives.
  • Experience with partnership development and management.
  • Natural storyteller with the capacity to understand customer needs and convey compelling value propositions.
  • Exceptional communication and problem-solving skills.
  • Strong knowledge of cryptocurrencies, digital assets, and/or blockchains.
  • Familiarity with LE and Natsec Agencies and their procurement process in Japan and South Korea as well as regulatory initiatives and changes related to cryptocurrency; understanding of Anti-Money Laundering (AML) and Know Your Customer (KYC) regulatory frameworks.
  • Collaborative. You must work collaboratively in a cross-functional team and with people at all levels in an organization.
  • Previous experience working in a fast-paced, growing startup environment.
  • Adaptable. Goals can change fast. You anticipate and react quickly.
  • Autonomous. You own what you work on. You move fast and get things done.
  • Strong understanding of cultural nuances in Japan and South Korea business markets.

About the Team:

  • TRM's APAC Sales Team has a fast-paced, positive, and open culture. Team members are given a high degree of responsibility and autonomy so that they can decide the best way to deliver against goals. The team works positively together and you can expect a lot of help and support from both your teammates and your manager - who tries to make himself super available to assist you with questions, problems or at customer meetings.
  • The team gets together for calls regularly including a weekly team call, a weekly pipeline call, a weekly forecast call and fortnightly pod calls. In addition, TRM runs regular "All hands" and "Founder AMA" calls so that everyone feels connected to the wider team and mission.
  • Slack is the main tool that is at the center of all asynchronous and synchronous communication.
  • The APAC Sales team works on both Singaporean and Australian time. However, there might be some requirements for later calls with East and West Coast US when working on complex opportunities.

Learn about TRM Speed in this position:

  • TRM receives an urgent lead from a prospect at 3:30 PM on a Friday. They would like to speak to somebody in detail about their requirements, and TRM’s product and would like to see a demo today.
  • Within your first month you will need to profile and stack rank all prospects and customers in your territory and start an outreach program yourself and with your SDR all whilst completing TRM’s onboarding and training.
  • TRM receives a customer RFx late from a partner. It looks perfect for us, but we only have 3 days to respond. Rally your virtual team’s resources to provide a high-quality, detailed response that satisfies the customer.

 

Life at TRM Labs

Leadership Principles

Our Leadership Principles shape everything we do—how we make decisions, collaborate, and operate day to day.

  • Impact-Oriented Trailblazer – We put customers first, driving for speed, focus, and adaptability.
  • Master Craftsperson – We prioritize speed, high standards, and distributed ownership.
  • Inspiring Colleague – We value humility, candor, and a one-team mindset.

Accelerate your Career 

At TRM, you’ll do work that matters—disrupting terrorist networks, recovering stolen funds, and protecting people around the world. You will:

  • Work alongside top experts and learn every day.
  • Embrace a growth mindset with development opportunities tailored to your role.
  • Take on high-impact challenges in a fast-paced, collaborative environment.
  • Thrive in a culture of coaching, where feedback is fast, direct, and built to help you level up. 

What to Expect at TRM

TRM moves fast—really fast. We know a lot of startups say that, but we mean it. We operate with urgency, ownership, and high standards. As a result, you’ll be joining a team that’s highly engaged, mission-driven, and constantly evolving.

To support this intensity, we’re also intentional about rest and recharge. We offer generous benefits, including PTO, Holidays, and Parental Leave for full time employees.

That said, TRM may not be the right fit for everyone. If you're optimizing for work life balance, we encourage you to:

  • Ask your interviewers how they personally approach balance within their teams, and
  • Reflect on whether this is the right season in your life to join a high-velocity environment.
  • Be honest with yourself about what energizes you—and what drains you

We’re upfront about this because we want every new team member to thrive—not just survive.

The Stakes Are Real

Our work has direct, real-world impact:

  • Jumping online after hours to support urgent government requests tracing ransomware payments.
  • Delivering actionable insights during terrorist financing investigations.
  • Collaborating across time zones in real time during a major global hack.
  • Building new processes in days, not weeks, to stop criminals before they cash out.
  • Analyzing blockchain data to recover stolen savings and dismantle trafficking networks.

Thrive as a Global Team 

As a remote-first company, TRM Labs is built for global collaboration.

  • We cultivate a strong remote culture through clear communication, thorough documentation, and meaningful relationships.
  • We invest in offsites, regional meetups, virtual coffee chats, and onboarding buddies to foster collaboration.
  • By prioritizing trust and belonging, we harness the strengths of a global team while staying aligned with our mission and values.

Join our mission!

We’re looking for team members who thrive in fast-paced, high-impact environments and love building from the ground up. TRM is remote-first, with an exceptionally talented global team. If you enjoy solving tough problems and seeing your work make a difference for billions of people, we want you here. Don’t worry if your experience doesn’t perfectly match a job description— we value passion, problem-solving, and unique career paths. If you’re excited about TRM’s mission, we want to hear from you.

Recruitment agencies

TRM Labs does not accept unsolicited agency resumes. Please do not forward resumes to TRM employees. TRM Labs is not responsible for any fees related to unsolicited resumes and will not pay fees to any third-party agency or company without a signed agreement.

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