Sales Manager, Commercial
Chainalysis is the blockchain data platform.
About Chainalysis
Chainalysis offers a blockchain data platform that utilizes sophisticated machine learning and proprietary architecture to handle extensive clustering heuristics, ingest data at scale, and ensure high data accuracy. The platform supports new blockchains and standard tokens automatically, providing comprehensive industry coverage. It simplifies tracing fund flows through complex transactions like bridges, mixers, and DEX swaps. The data provided by Chainalysis is court-admissible and has been instrumental in legal actions. The company provides global, 24/7 support with localized guidance and expertise in various threat typologies and advanced investigative techniques. Through its R&D initiative, Chainalysis Labs, the company continues to innovate and introduce new, unique features and capabilities in blockchain intelligence.
Skills
About the Role
You will lead a high-performing sales team focused on the North American Private Sector market, inspiring and enabling Commercial Account Executives to thrive in the fast-paced world of crypto and blockchain technology. You'll build strategic business plans, navigate complex sales cycles, and drive both new logo acquisitions and expansion opportunities within existing accounts. You will accelerate revenue growth in the mid-market segment by acquiring new sub-enterprise clients in crypto, DeFi, fintech, and digital asset markets, while deepening relationships with current accounts through larger strategic opportunities. You'll serve as a trusted advisor to your team and prospects by maintaining deep expertise in blockchain technology, crypto markets, and evolving regulatory landscapes, and you'll collaborate closely with Marketing, Product, and Customer Success teams to refine go-to-market strategies.
Requirements
- 5+ years of B2B SaaS sales experience, including 1-3+ years in sales leadership or management roles
- Strong crypto and blockchain domain expertise with a track record selling to compliance, risk, legal, or security teams
- Deep understanding of blockchain technology, crypto market dynamics, and global regulatory frameworks (AML, KYC, FATF, MiCA, FinCEN)
- Demonstrated success in consistently exceeding ARR targets in high-velocity consultative sales environments
- Proven ability to recruit, develop, and scale high-performing sales teams
- Exceptional leadership, coaching, negotiation, and communication skills
- Proficiency with CRM systems (Salesforce preferred), sales engagement platforms (Outreach, Salesloft), and sales analytics tools
Responsibilities
- Lead, mentor, and coach a team of Commercial Account Executives to consistently exceed quotas
- Own and surpass annual sales targets through disciplined pipeline management and strategic territory planning
- Drive consultative sales cycles with compliance, legal, risk management, and executive leadership stakeholders
- Identify and pursue new business opportunities while cultivating larger deals and upsell/expansion revenue
- Serve as a trusted advisor by maintaining deep expertise in blockchain technology and regulatory landscapes
- Monitor daily sales activity, pipeline health, and conversion metrics to deliver accurate forecasts
- Collaborate with Marketing, Product, and Customer Success teams to refine go-to-market strategies
- Build and execute recruiting, hiring, and onboarding strategies to scale the commercial sales team
- Provide data-driven sales forecasts and insights to inform broader company strategy