Account Executive - Department of Defense

About Chainalysis Government Solutions

Chainalysis Government Solutions (CGS) is a wholly-owned Chainalysis subsidiary that provides blockchain intelligence solutions, including technology, training, and services to law enforcement, defense, intelligence, and regulatory customers across the U.S. Government.

Blockchain technology is powering a growing wave of innovation. Businesses and governments around the world are using blockchains to make banking more efficient, connect with their customers, investigate criminal cases, and track transnational threats. As adoption of blockchain technology grows, more organizations seek access to all this ecosystem has to offer. Chainalysis provides complete knowledge of what is happening on blockchains through our data, services, and solutions, enabling organizations to navigate blockchains safely and with confidence.

About the Role

Agencies using Chainalysis blockchain intelligence have helped seize or freeze more than $34 billion in illicit funds and made thousands of arrests. CGS is seeking a senior Account Executive — Department of Defense to own and expand our DoD portfolio, placing cutting-edge investigative and threat-intelligence capabilities directly into the hands of defense and military stakeholders.

In this role, you will serve as the primary consultative seller across the defense enterprise—including the military services, combatant commands, defense agencies, and investigative/intelligence organizations. You will build trusted relationships with mission owners, cyber operators, program executives, and acquisition leaders to address critical national security risks such as cyber threats, sanctions evasion, hostile-state activity, terrorism financing, and procurement fraud. Supported by dedicated inside sales, technical solutions, and customer success teams, you will lead complex, multi-year defense technology pursuits from discovery to long-term operational adoption.

In this role, you’ll:

• 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.

We’re looking for candidates who have:

• 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.

Stands Out:

• 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.