Note: The job is a remote job and is open to candidates in USA. Chainalysis Government Solutions provides blockchain intelligence technology, training, and services to U.S. Government law enforcement, defense, intelligence, and regulatory customers. The Senior Account Executive will own and expand the Department of Defense portfolio, serving as a consultative seller and leading complex defense technology pursuits from discovery through operational adoption. The role includes territory planning, stakeholder education, acquisition and capture management, relationship building, demonstrations, solicitation responses, and customer feedback.
Responsibilities
- Territory Strategy & Execution: Develop and execute a comprehensive territory plan for the Department of Defense, identifying key commands, agencies, programs, and mission teams where blockchain intelligence addresses critical operational needs
- Demand Generation & Education: Educate defense stakeholders on applying blockchain data to cyber operations, counter-threat finance, sanctions enforcement, procurement fraud, force protection, and hostile-state activity
- DoD Acquisition & Capture Management: Navigate complex DoD funding, budgeting, and acquisition processes, aligning opportunities with mission priorities, program budgets, contract vehicles, and procurement timelines
- Relationship & Champion Building: Cultivate strong relationships across the defense enterprise—from operators and analysts to program executives, acquisition officials, contracting officers, and senior leadership
- Technical Pilots & Demonstrations: Partner with internal technical and solutions teams to design and lead mission-specific capability demonstrations, evaluations, and pilot programs
- Solicitations & Partnering: Lead capture strategies for major opportunities, coordinate responses to RFIs/RFPs, and cultivate partnerships with systems integrators, prime contractors, and technology providers to expand access to DoD programs
- Customer Voice & Portfolio Strategy: Serve as the internal voice of the DoD customer, translating operational requirements into actionable feedback for Product, Policy, Training, and Leadership teams while maintaining pipeline visibility into deal strategy, milestones, and projected revenue
Skills
- Active Secret Security Clearance required at start (Top Secret preferred)
- U.S. citizenship required (position is not eligible for visa sponsorship)
- 5+ years of experience in federal technology sales, account management, or business development within the Department of Defense, Intelligence Community, or national security environments
- Proven track record of winning and expanding complex federal technology programs involving multi-stakeholder alignments, long funding cycles, and sophisticated procurement processes
- Demonstrated experience selling mission-focused technology, such as data, analytics, cybersecurity, SaaS, or intelligence platforms
- Solid familiarity with DoD missions, organizational structures, PPBE budgeting processes, and defense acquisition channels
- High technical credibility, with the ability to engage both technical operators and senior defense decision-makers
- Strong channel partner experience, including collaborating with defense systems integrators, prime contractors, resellers, and technology partners
- Washington, D.C. Metropolitan Area preferred (Remote within the U.S. available)
- Active Top Secret (TS) or TS/SCI clearance
- Strong historical business development and sales growth metrics within the DoD sector
- Firsthand operational knowledge of defense cyber, intelligence, counter-threat finance, special operations, or force-protection missions
- Pre-existing relationships with mission owners, program offices, acquisition teams, or operational commands across the DoD community
- Experience helping defense customers adopt emerging commercial technologies or establish new Programs of Record
- Success positioning commercial software through defense contract vehicles, pilot authorities (e.g., OTAs), or partner-led procurements
- Professional background in the U.S. Military, Intelligence Community, defense consulting, or the defense industry
Benefits
- Remote within the U.S. available
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