Account Executive - DHS

Chainalysis; Washington (District of Columbia); On-site; USD 120,000 - 180,000; Full time

Job summary

Chainalysis Government Solutions (CGS) seeks a Federal Account Executive to drive net-new DHS opportunities and expand our footprint across security agencies. You will manage end-to-end federal sales cycles, including RFI/RFP responses and sole-source opportunities, collaborating with legal, product, and training teams.

The role emphasizes a consultative, high-touch approach, translating mission requirements into blockchain intelligence solutions for investigators and leadership within DHS space.

Qualifications

• Proven track record of meeting or exceeding sales quotas in SaaS data platforms, investigative software, cyber solutions, or intelligence tools to DHS.
• 7+ years of experience selling to or working with US Department of Homeland Security.
• Collaborative and communicative with an entrepreneurial mindset and ability to own a geographic territory.
• Ability to translate complex blockchain concepts into actionable solutions for investigators and leadership.

Responsibilities

• Prospect and drive net-new leads within key DHS agencies, building and maintaining a pipeline.
• Expand footprint within DHS agencies through strategic business development and opportunities.
• Meet regularly with stakeholders to translate mission requirements into blockchain intelligence solutions.
• Navigate DHS procurement processes and multi-year federal sales cycles, including RFI/RFP responses and sole source opportunities.
• Accelerate solution adoption by partnering with Strategic Account Manager and Training teams.
• Develop messaging tailored to DHS challenges, from counter-terrorism to financial crimes and cyber-attacks.
• Build strategic relationships with stakeholders and task forces to sustain a robust pipeline.
• Collaborate across CGS and Chainalysis to craft tailored proposals for executive leadership, operators, and investigators.

Skills

Quota attainment

DHS sales experience

Cross-functional collaboration

Territory ownership

Ability to simplify complex concepts

Job description

Chainalysis Government Solutions (CGS) is a wholly-owned Chainalysis subsidiary that provides blockchain intelligence solutions, including technology, training, and services, to law enforcement and government agencies across the United States.

Federal Account Executive role at CGS is focused on supporting key US Department of Homeland Security (DHS) agencies. This role requires a consultative, high-touch approach and strong business acumen to help agencies combat crypto-related crime. We’re looking for an individual experienced in business development, cultivating new territory, and navigating the unique procurement cycles of federal civilian agencies. The ideal candidate is action-oriented, comfortable leading cross-functional teams, and possesses a deep understanding of the DHS landscape.

In this role, you’ll:

• Prospect and drive net-new leads within assigned, key DHS agencies to include building and maintaining an active pipeline of 3x the assigned quota.

• Expand our footprint within various DHS agencies through strategic business development and relentless pursuit of new opportunities.

• Meet regularly with relevant stakeholders to understand their specific mission requirements and translate them into actionable blockchain intelligence solutions.

• Navigate DHS procurement processes, including knowledge of DHS budgeting, appropriations, and procurement timelines as well as proven experience navigating multi-year federal sales cycles, leading RFI/RFP responses, proof of values/concepts, and identifying sole source opportunities

• Accelerate solution adoption by partnering closely with our Strategic Account Manager and Training teams to ensure investigators are successfully closing cases using our tools.

• Develop compelling messaging that speaks directly to the challenges of The Department of Homeland Security, from counter-terrorism and border security to financial crimes and cyber-attacks.

• Build strategic relationships with key stakeholders and regional task forces to create a diverse and sustainable pipeline.

• Collaborate internally across CGS and Chainalysis to provide expert advice on technical concepts, product roadmaps, and training to craft tailored proposals for executive leadership, mission operators, and investigators within the US homeland security space.

We’re looking for candidates who:

• Have a proven track record of quota attainment in selling SaaS data platforms, investigative software, cyber solutions, or intelligence tools and professional services sales to the Department of Homeland Security.

• Possess 7+ years of experience selling to or a combination of selling to and working in the US Department of Homeland Security .

• Are highly collaborative and communicative, with an entrepreneurial mindset capable of "owning" a geographic territory.

• Can simplify the complex, conveying technical blockchain concepts in a way that is approachable for investigators and executive leadership alike.

Nice to have experience:

• Experience supporting financial crime, counter-threat finance, sanctions enforcement, illicit finance, human trafficking, narcotics, cybercrime, or transnational criminal organization investigations.

• Existing relationships within DHS, HSI, CISA, CBP, Secret Services or the broader homeland security community strongly preferred.

• Active security clearance

• Experience leveraging government contract vehicles (Other Transaction Authority (OTA), BPAs, IDIQs, and innovation procurement pathways.

• Experience developing partner-led opportunities and co-selling motions