Account Executive - DHS

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

Benefits offered by this job

Active security clearance

Job summary

Chainalysis Government Solutions (CGS) is seeking a Federal Account Executive to drive growth with DHS agencies, leveraging blockchain intelligence solutions for investigations and compliance.

The role requires a consultative, high-touch approach, strong business acumen, and 7+ years selling to DHS, with proven quota attainment in SaaS data platforms and investigative software.

Qualifications

• Proven track record of quota attainment delivering SaaS data platforms and investigative software to DHS.
• 7+ years of federal DHS sales or equivalent experience.

Responsibilities

• Prospect and drive net-new leads within DHS agencies to maintain a pipeline aligned to quota.
• Expand footprint across DHS through strategic business development.
• Engage stakeholders to translate mission requirements into blockchain intelligence solutions.
• Navigate DHS procurement cycles, including RFI/RFP responses and multi-year sales cycles.
• Collaborate with internal teams to craft tailored proposals for leadership and investigators.

Skills

Quota attainment

SaaS sales

DHS knowledge

Cross-functional collaboration

Messaging

Education

Experience selling to DHS

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