Account Executive

Responsibilities

• 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.
• Create 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.

Requirements

• 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.
• Be highly collaborative and communicative, with an entrepreneurial mindset capable of "owning" a geographic territory.
• Simplify the complex, conveying technical blockchain concepts in a way that is approachable for investigators and executive leadership alike.

Qualifications

• Nice to have 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.
• 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.