Strategic Account Manager
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 DHS (including HSI, CBP, and Secret Service) and the DoD, with a proven track record of aligning software capabilities with critical national security missions. You have a sophisticated understanding of federal procurement cycles, command structures, and how tactical personnel leverage forensic intelligence to counter threat networks. In this role, you will act as the strategic anchor to bridge complex data conversations into actionable outcomes that protect the homeland and support defense objectives.
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 (also through the development of strategic account plans), ensuring Chainalysis products and data align to the customer’s mission. Drive adoption and expansion: Identify mission gaps and proactively uncover unsolved customer challenges/opportunities —such as tracking illicit crypto flows or tax non-compliance—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 is also inclusive of ensuring product update communications, coordinating, organizing and often 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 and expectations, resourcing needs, timelines, and clear communication across all stakeholders both internally and externally. This includes tracking services and working in tandem with the services professionals onsite, to understand the customer needs, use cases, and gaps. This ensures increased communication across the entire account team, and provides additional accountability to SAMs for successful services delivery. Own the renewal lifecycle: Lead the end-to-end renewal process, ensuring quotes are passed to the partner/customer in alignment with contracting and budgeting timelines,, identifying churn risks 180+ days out, and executing mitigation plans to protect NRR. Navigate procurement: Understand and master the 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. Flag any challenges or shortcomings to the account team and lead the efforts toward resolution.
Qualifications
Experience: 5+ years in Customer Success, Account Management, or Inside Sales, specifically within GovTech or Public Sector SaaS. Results-orientation: A proven track record of meeting or exceeding Net Revenue Retention (NRR) and expansion targets. Public sector fluency: Deep familiarity with DoD and DHS procurement, buying cycles, and the unique pressure of mission-critical environments. Technical aptitude: Ability to navigate complex data conversations; a passion for the intersection of cryptocurrency and public safety. Agility: Maintaining focus in high-growth, rapidly changing environments. Requirements: Ability to travel up to 50% for onsite visits to customer locations and other industry events.