Strategic Account Manager - National Security

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.

Our Strategic Account Manager drives revenue growth by ensuring our U.S. Public Sector customers achieve their most critical objectives. You will act as the strategic "anchor" within a dedicated account pod, bridging the gap between technical software adoption, data utilization, and long-term account expansion.

We are looking for a skilled team member who has a proven track record of effectively and directly driving growth, revenue, and adoption. By providing confident and consultative guidance, you'll demonstrate how Chainalysis data and software solutions can help agencies achieve their objectives while identifying new opportunities for program expansion.

The ideal candidate possesses deep public sector fluency within the Intelligence Community (IC), with a proven track record of aligning software capabilities with critical national security and intelligence missions. You have a sophisticated understanding of federal procurement cycles, command structures, and the role of OSINT in analysis and operations. In this role, you will act as the strategic anchor to bridge complex data conversations into actionable outcomes that protect national security interests.

Key Responsibilities

• Drive revenue: Act as an engine for account renewal and expansion, measuring and driving software and data utilization, identifying unsolved mission gaps, and building the business case for new use cases and services.

• Strategic account management: Partner with Account Executives (AEs) to co-lead the growth strategy for key accounts (including through the development of strategic account plans), ensuring Chainalysis products and data align to the customers’ missions.

• Drive adoption and expansion: Identify mission gaps and proactively uncover unsolved customer challenges/opportunities - such as tracking illicit crypto flows or threat finance networks - to build business cases for new use cases and services. Anticipate and remove internal or external roadblocks that could delay renewals, ensuring consistency and predictability in results.

  • This includes delivering product update communications, coordinating, organizing, and leading customer enablement sessions.

• Project management: Manage the implementation and usage of Chainalysis products and data offerings within the customer, ensuring alignment to customer’s missions, expectations, resourcing needs, timelines, and clear communication across all stakeholders. Track services and work in tandem with onsite services professionals to understand customer needs, use cases, and gaps.

• Own the renewal lifecycle: Lead the end-to-end renewal process, ensuring quotes are passed to the customer/partner in alignment with contracting timelines, identifying churn risks 180+ days out, and executing mitigation plans to protect NRR.

• Navigate procurement: Understand and master public-sector contracting and compliance requirements to ensure predictable renewal execution.

• Advocate internally: Act as the "voice of the customer" to the account team, Product, and Engineering, translating customer observations into actionable product enhancements.

Qualifications

• Experience: 5+ years in Customer Success, Account Management, or Inside Sales, specifically within GovTech or Public Sector SaaS.

• Security Clearance: Active TS/SCI with Full Scope Polygraph required.

• Domain Fluency: Deep familiarity with Intelligence Community (IC) procurement, buying cycles, and the unique pressures of classified, mission-critical environments.

• Results Orientation: A proven track record of meeting or exceeding Net Revenue Retention (NRR) and expansion targets.

• Technical Aptitude: Ability to navigate complex data conversations; a passion for the intersection of cryptocurrency, threat finance, and national security.

• Agility: Maintaining focus in high-growth, rapidly changing environments.

• Requirements: Ability to spend 3 days per week on-site at various customer facility locations in Washington, D.C. Metropolitan Area.