Job Specifications
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.
The Regional Vice President (RVP) for EMEA & APAC will lead TRM's go-to-market efforts, overseeing strategy and execution for our private sector segment. You will manage a multi-country territory spanning diverse markets, working across financial institutions and crypto-native businesses.
As a senior sales leader, you will be responsible for building and managing a high-performing team of Account Executives while also personally driving executive-level deals. You will bring focus to commercial procurement motions, and be a critical builder of our regional GTM infrastructure, helping TRM expand its global footprint.
The impact you will have:
Design and execute a hybrid GTM strategy across EMEA & APAC private sector
Own forecast and attainment across both regions; inspect pipeline, improve conversion, and identify performance risks
Personally lead high-stakes, executive-level engagements with regulators and enterprise buyers
Build and manage a team of high-performing AEs; recruit, develop, and retain top talent across multiple geographies
Collaborate closely with Product, Legal, CS, and RevOps to tailor processes, unblock friction, and execute regional plans
Develop and iterate territory plans, coverage models, and campaign strategies by country/vertical
Represent TRM at industry events and partner forums across both regions
What we're looking for:
10+ years of experience in enterprise SaaS sales, including 3+ years in first-line leadership
Proven track record selling into financial institutions, banks, and crypto firms across EMEA and/or APAC
Deep relationships and networks across the banking and financial services landscape
Expertise in digital assets (stablecoins, blockchain infrastructure, DeFi, etc.) and familiarity with AML, KYC, and compliance frameworks
Fluency in GTM motions that adapt to varying regulatory frameworks and deal dynamics
Experience building and scaling regionally distributed sales teams with high accountability and performance standards
Demonstrated sales management skills, including forecasting discipline, pipeline hygiene, and comfort managing team quotas of $3M-$5M+
Strategic thinker with vision for shaping partnerships, product positioning, and market strategy while executing with urgency and detail
About the Team:
Our GTM team is highly collaborative, sharing insights, blockers, and competitive intelligence in real-time. We prioritize impact and pace over hierarchy
We use Slack for most communication, with regular @mentions and deal updates to stay aligned
We hold weekly 1:1s, bi-weekly team calls, and monthly go-to-market syncs with Product, Marketing, and Customer Success
Our team spans time zones across EMEA & APAC. We prioritize responsiveness, accountability, and ownership
Our customers' mission success is our North Star. We celebrate wins -- but also learn from losses to continuously sharpen our execution
Learn about TRM Speed in this position:
Pipeline Ownership: Build and maintain a rolling 3-4x pipeline coverage across yourself and your team; add at least $1M in qualified pipeline per quarter
Sales Leadership: Develop, launch, and track 1-2 scalable sales campaigns per month to drive in-quarter and long-term opportunities
Executive Execution: Lead executive-level briefings, account planning workshops, and joint strategic reviews for all Tier 1 customers in your region
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 l