Sales Manager, Commercial

Key Responsibilities

• Lead, mentor, and coach a team of high-performing Commercial Account Executives to consistently exceed quotas, with a strong emphasis on new logo acquisition and identifying/closing larger expansion opportunities within existing accounts.
• Own and surpass annual sales targets through disciplined pipeline management, strategic territory planning, and high-velocity execution in the crypto and blockchain space.
• Drive consultative sales cycles with key stakeholders, including compliance, legal, risk management, and executive leadership teams at crypto exchanges, DeFi platforms, financial institutions, and Web3-native fintechs.
• Proactively identify and pursue new business opportunities while cultivating larger deals and upsell/expansion revenue from current accounts.
• Serve as a trusted advisor to both your team and prospects by maintaining deep expertise in blockchain technology, crypto markets, and evolving regulatory landscapes (AML, KYC, FATF, MiCA, FinCEN, SEC guidelines).
• Monitor daily sales activity, pipeline health, and conversion metrics to deliver accurate forecasts, shorten sales cycles, and create targeted individual development plans.
• Collaborate closely with Marketing, Product, and Customer Success teams to refine go-to-market strategies, ensure smooth onboarding, and maximize customer retention and expansion.
• Build and execute effective recruiting, hiring, and onboarding strategies to scale the commercial sales team with top talent experienced in crypto and blockchain solutions.
• Provide clear, data-driven sales forecasts and insights to inform broader company strategy.

What We’re Looking For

• 5+ years of B2B SaaS sales experience, including 1–3+ years in sales leadership or management roles specifically leading SMB, Mid-Market, or Commercial sales teams.
• Strong crypto and blockchain domain expertise with a proven track record of selling to compliance, risk, legal, or security teams within crypto exchanges, DeFi protocols, fintech, RegTech, or blockchain infrastructure companies.
• Deep understanding of blockchain technology, crypto market dynamics, and global regulatory frameworks (AML, KYC, FATF, MiCA, FinCEN, etc.).
• Demonstrated success in consistently exceeding ARR targets in high-velocity, consultative sales environments, with clear experience driving new logo wins and account expansion.
• Proven ability to recruit, develop, and scale high-performing sales teams in fast-growing startup or technology environments.
• Exceptional leadership, coaching, negotiation, and communication skills, with the ability to guide Account Executives in complex stakeholder conversations.
• Proficiency with CRM systems (Salesforce preferred), sales engagement platforms (Outreach, Salesloft), and sales analytics tools.
• High energy, resilience, and a genuine passion for the crypto and Web3 ecosystem.

This is an outstanding opportunity for a sales leader who is passionate about crypto innovation and thrives in a high-growth, mission-driven environment. If you have a proven ability to win new logos while expanding strategic accounts in the blockchain space, we want to hear from you.

• Total Compensation:
• Base Salary Range: $155,000-$185,000
• Offers Commission: 50/50 OTE
• Offers Equity

AI at Chainalysis

AI is not a feature at Chainalysis - it is a new way of working. One that turns instructions into work done, and helps us move faster than the threats we're built to counter, and we expect our employees to take ownership of the output and ensure quality. As the world's most trusted blockchain analytics platform, Chainalysis sits at a rare intersection of proprietary data, regulatory relationships and crypto expertise that makes it uniquely placed to shape and lead the next era of AI-driven intelligence - and we expect everyone here, regardless of role, to be an active part of it.

AI fluency is tied directly to how we measure performance and how we plan to win. There is no substitute for your own curiosity. We provide the tools, workflows, and space to experiment - but the expectation is that you develop these capabilities yourself, bring ideas, and collaborate across teams to reinvent the way work gets done. We are not using AI to do less. We are using it to do what was never possible before.