Chainalysis Inc.

Sales

• Lead, mentor, and coach a team of high-performing Commercial Account Executives to consistently exceed quotas, with a strong emphasis on new logo acquisition and identifying/closing larger expansion opportunities within existing accounts.
• Own and surpass annual sales targets through disciplined pipeline management, strategic territory planning, and high-velocity execution in the crypto and blockchain space.
• Drive consultative sales cycles with key stakeholders, including compliance, legal, risk management, and executive leadership teams at crypto exchanges, DeFi platforms, financial institutions, and Web3-native fintechs.
• Proactively identify and pursue new business opportunities while cultivating larger deals and upsell/expansion revenue from current accounts.
• Serve as a trusted advisor to both your team and prospects by maintaining deep expertise in blockchain technology, crypto markets, and evolving regulatory landscapes (AML, KYC, FATF, MiCA, FinCEN, SEC guidelines).
• Monitor daily sales activity, pipeline health, and conversion metrics to deliver accurate forecasts, shorten sales cycles, and create targeted individual development plans.
• Collaborate closely with Marketing, Product, and Customer Success teams to refine go-to-market strategies, ensure smooth onboarding, and maximize customer retention and expansion.
• Build and execute effective recruiting, hiring, and onboarding strategies to scale the commercial sales team with top talent experienced in crypto and blockchain solutions.
• Provide clear, data-driven sales forecasts and insights to inform broader company strategy.

Sales Manager, Commercial

General Counsel

• Create, review, negotiate, and manage a variety of data services and SaaS commercial agreements, for both private and public sector customers globally
• Develop a strong rapport and work in collaboration with our go-to-market, operations, marketing, infosec, engineering and product teams in connection with our transactional goals
• Work through data privacy (GDPR, CCPA, etc.) and security issues in complex commercial transactions
• Prioritize internal client and external customer satisfaction, while promoting scalable processes and procedures
• Gain a solid understanding of Chainalysis’ risk appetite and provide commercially astute, risk-appropriate decisions on commercial transactions and on the launch of new products and services
• Build an A to Z understanding of our sales process and become a trusted business partner to senior sales leadership and other internal stakeholders
• Become an expert in Chainalysis’ contracting model and a trusted leader in managing quarterly sales cycles
• Develop a strong understanding of Chainalysis’ products, services and business model
• Provide commercial guidance outside of the legal realm in furtherance of the company’s objectives

Sales Manager, Commercial

Commercial Counsel