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About the Role

TRM Labs builds AI-driven intelligence tools that help public- and private-sector organizations investigate and disrupt criminal activity. Its products help teams trace illicit behavior, develop cases, and understand threat networks. The company’s commercial team is expanding its private-sector presence across APAC, and this position plays a key role in that growth.

As an Account Manager for Private Sector in APAC, you will manage a portfolio of customers across financial institutions, crypto companies, and other private-sector clients in the region. You will oversee the complete post-sale journey, from onboarding through renewal and expansion. This role offers a high degree of autonomy for someone who moves quickly, earns trust easily, and can convert renewals into long-term growth.

What You’ll Do

Grow net retention and account expansion across a portfolio of APAC private-sector customers by spotting upsell opportunities, prioritizing accounts effectively, and identifying renewal risks early.
Run the full renewal and expansion process for your accounts, including commercial negotiation and closure, while being accountable for retention as well as growth targets.
Enter each customer discussion well prepared, with a strong understanding of the account’s business goals, regulatory setting, compliance needs, and room for expansion.
Develop strong, trusted relationships with both senior leaders and day-to-day contacts, keeping engagement consistent over time.
Keep Salesforce pipeline and forecast information accurate so managers and cross-functional teams have a clear view of account health, renewal timing, and growth opportunities.
Work with Sales, Customer Success, Product, and Solutions Architecture to turn customer feedback into practical insights and highlight major themes across your account set.
Build a base of satisfied customers who renew reliably, expand over time, and actively recommend TRM in the region.

What We’re Looking For

At least 3 years of experience in Account Management, Customer Success, or another post-sale SaaS role, preferably with private-sector clients in APAC.
Background in managing renewals, expansions, and commercial discussions with quota responsibility.
Ability to work across APAC markets and build relationships across different customer types, cultures, and regulatory settings.
Exposure to financial crime compliance, risk, or adjacent areas such as AML, sanctions, KYC, fraud, or crypto compliance, or strong ability to learn quickly in this space.
Comfort handling a large portfolio with multiple priorities and tight timelines.
Strong customer-facing presence with the ability to build credibility with both executive and operational stakeholders.
Clear and direct communication style, with active listening, follow-through, and strong coordination on next steps.
Solid CRM and sales-tool proficiency, including tools like Salesforce, with disciplined pipeline hygiene and forecasting habits.
High ownership and independence; you take responsibility for outcomes and move forward without waiting for direction.
Adaptability and resilience in an environment where priorities, customer needs, and market conditions can shift quickly.
Collaborative approach and ability to work effectively with Sales, Customer Success, Product, Solutions Architecture, and Operations.

Team Environment

The APAC private-sector commercial team works with a high degree of autonomy, regional responsibility, and strong customer focus. Collaboration happens closely across Sales, Customer Success, Product, Solutions Architecture, and Operations, mainly through Slack and asynchronous documentation. Communication is direct, documentation matters, and the team moves quickly while preserving customer trust.

This role supports accounts across APAC time zones. You should expect regular collaboration with teammates in APAC, EMEA, and the US, and be flexible in working across the region as your portfolio requires.

What Success Looks Like Here

From your first week, you begin mapping your portfolio and entering customer conversations with a clear view of account health, renewal timing, stakeholder priorities, and expansion potential.
If a renewal becomes risky, you do not wait for escalation; you raise the issue, create an outreach plan, and involve the right internal partners quickly.
When a growth opportunity appears, you move fast to qualify it, align stakeholders, and build a path to expansion.
When customer feedback reveals a pattern across your portfolio, you organize it into a clear summary and share it with the relevant Product and cross-functional teams.

Life at TRM

TRM is driven by a mission to help build a safer world, and that purpose shapes how the company works each day. The organization operates with speed, high ownership, and a strong expectation for clarity, accountability, and impact. The environment rewards people who enjoy hard problems, experimentation, and continuous feedback.

Work here sits at the intersection of AI, national security, and fighting crime. The challenges are complex, the stakes are real, and the pace is fast. Success in this setting requires ownership, adaptability, collaboration, and creative problem-solving.

What to Expect

Priorities and targets may change rapidly as the team tests and iterates.
You may often need to work through ambiguity.
Personal accountability and ownership are expected at a high level.
Close collaboration across teams and functions is part of the day-to-day.
Communication is frequent and highly interactive.
Creative problem-solving and unconventional thinking are valued.
The pace favors urgency, flexibility, and measurable outcomes.

This environment suits people who enjoy building, solving difficult problems, and making progress even when the path is not fully defined. It requires comfort with ambiguity, the ability to adjust as new information emerges, and the discipline to stay focused and positive in a fast-moving, intense setting.

If you prefer predictability or a consistently balanced workload, this may not be the best fit. The team encourages candidates to use the interview process to assess whether the environment aligns with their working style.

AI Fluency

Strong AI fluency is expected at TRM. The company expects team members to use AI not only for simple automation, but also to improve how they work at a deeper level.

Applicants will be evaluated on how effectively they apply AI to accelerate repeatable workflows, structure and solve problems, improve output quality, and increase speed and leverage.

Leadership Principles

Impact-Oriented Trailblazer: Put customers first and act with speed, focus, and adaptability. Treat plans as experiments and iterate quickly.
Master Craftsperson: Care deeply about quality, balance speed with high standards, own outcomes end to end, and keep improving.
Inspiring Colleague: Bring clarity and energy, not noise. Show humility, candor, and a team-first mindset while giving and receiving feedback.

Mission and Company Context

TRM looks for people who want their work to matter, are comfortable moving quickly with rigor, and want to help build a safer world for billions of people. Candidates are encouraged to apply even if they do not meet every requirement, because the company values learning ability, judgment, and growth potential.

TRM is a Series C company with $220M in total funding, backed by Blockchain Capital, Goldman Sachs, Bessemer, Y Combinator, Thoma Bravo, and others. The company is headquartered in San Francisco and operates as a distributed-first organization with hubs in Los Angeles, San Francisco, New York, Washington D.C., London, and Singapore.

Privacy and Additional Information

By submitting an application, you consent to TRM Labs processing your personal information in line with its privacy policy. The company collects information such as resumes, work history, and contact details only to evaluate candidates for current and future roles.

Because hiring cycles for some positions may last 24 to 36 months, candidate data may be retained for up to 36 months from the date of application, after which it is deleted unless a different retention period is required or permitted by law.

Candidates in the European Economic Area, the United Kingdom, or other jurisdictions with applicable data protection laws may request access to, correction of, or deletion of personal data before that retention period ends. Requests can be made through the company’s privacy contact.

If you believe a job posting is non-compliant, you may submit a report through the designated reporting form. Inquiries unrelated to posting compliance will not receive a response.

Use of AI tools during interviews is not permitted without prior approval, including note-taking assistants, interview helpers, and live coaching tools such as Otter.ai, Fireflies, Fathom, Cluey, or similar products. TRM uses its own internal note-taking tools to maintain a consistent and confidential candidate experience.

The company provides reasonable accommodations for applicants with disabilities, and accommodation requests can be submitted through the specified form.

TRM does not accept unsolicited agency resumes. Resumes should not be forwarded to employees, and the company is not responsible for fees related to unsolicited submissions or any third-party fees without a signed agreement.

Account Manager, APAC

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