TRM Labs is hiring a Business Development Executive for Financial Institutions across EMEA. This is a senior individual contributor position focused on expanding TRM's strategic relationships within the EMEA financial institution ecosystem. The role is not a traditional closing-quota sales position; instead, it centers on opening senior-level conversations, developing multi-threaded strategic accounts, and generating qualified enterprise opportunities. Key responsibilities include activating an existing network of established contacts across banks and financial institutions, building relationships with stakeholders involved in digital asset strategy, financial crime programs, compliance priorities, investigations, risk, and innovation, and representing TRM at conferences, executive forums, practitioner communities, and industry events. The hire will partner with Sales, Product, Marketing, and Policy teams to convert strategic access into qualified customer opportunities and market insight, and will relay customer insights, buying dynamics, objections, and market intelligence back to TRM's product and GTM teams. Qualifications sought include a deep, credible network across EMEA financial institutions, ideally gained from a head of digital assets role at a bank or from working at a crypto infrastructure firm; comfort in customer-facing and public-facing settings such as conferences and panels; a track record of converting relationships into real pipeline; and current daily use of AI for research, prospecting, and pipeline management with a concrete workflow. Hard requirements: remote-based within Europe, willingness to travel 30-40% for conferences and in-person account work, and direct experience with financial institutions or crypto-native infrastructure companies serving them in EMEA. The interview process typically includes a recruiter intro, a hiring manager conversation, 1–2 first-round interviews focused on critical skills, a hands-on case study in a final round, an AI skills assessment, a Leadership Principles interview, and reference checks. AI fluency is a baseline expectation; candidates are evaluated on applied AI fluency during interviews, with the expectation of being among the top 10 percent of operators in their function in how they apply AI. TRM Labs describes its culture as high-velocity and high-ownership, noting that projects that take months elsewhere ship in days. The company emphasizes three leadership principles: Impact-Oriented Trailblazer, Master Craftsperson, and Inspiring Colleague. TRM Labs is a Series C company with $220M in total funding, backed by Goldman Sachs, Bessemer, Y Combinator, Thoma Bravo, and others. Headquartered in San Francisco, it operates as a distributed-first company with hubs in Los Angeles, San Francisco, New York, Washington D.C., London, and Singapore. Applicants should apply directly through TRM's official channel, as every application is reviewed by the Talent team. Sending resumes directly to individuals at TRM does not guarantee they will reach the appropriate hiring team. Use of AI tools during TRM interviews is not permitted without prior approval. Due to hiring cycles for certain positions potentially spanning 24 to 36 months, personal information is retained for up to 36 months from the date of application. TRM Labs does not accept unsolicited agency resumes.

Business Development Executive, Financial Institutions (EMEA)

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