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VP Sales, National Security

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The sales team responsible for our US Federal customers is driven by our mission to make the world a safer place by tracking and investigating activities that involve cryptocurrency like human trafficking, terrorist financing, and money-laundering. We’re experts on the “why” and the “how” with deep relationships and knowledge of navigating government sales processes. 

The VP Sales is a servant leader dedicated to enabling their team and yet still enjoys the thrill creating a calculated account plan and then closing a deal. Charged with leading a team of high-performing sales reps and hiring as needed to meet increasing market demand, you know how to attract exceptional talent, evaluate sales skills, and run a hiring process that is lean and leaves a positive impression on every candidate. We measure your success by your ability to accurately forecast revenue and hit (read: exceed) quotas and the engagement of your team. 

In one year you’ll know you were successful if…

  • You’ve developed a winning team who are exceeding their quota and objectives. 
  • You’ve upskilled the team’s ability to drive sales wins by participating in and leading client and prospect meetings. 
  • Stakeholders across the sales teams and rest of the company trust you and are eager to support and provide resources to your team. 
  • You’ve built transparent and valuable relationships with your team and have developed an effective and efficient strategy for recruiting, hiring, and training new Account Executives on the sales motion at Chainalysis. 
  • Your team has a reliable cadence for rhythm for forecast meetings and each team member’s forecast is accurate and documented in Salesforce. 
  • Your team’s closure rates have increased and customer churn has decreased because of your direct coaching and mentorship. 
  • Senior sales management can trust and rely on your forecasts and sales activity to inform the overall sales strategy across the business. 
  • You know the intricacies of your teams’ sales activity and track the results to inform your forecasts and individual development plans. 

 
A background like this helps: 

  • Top Secret Security Clearance
  • Recent experience managing and closing complex software sales within US Government customers focused National security, Defense, and the Intelligence Community
  • Experience managing the sales cycle from mission/program manager to agency leadership
  • Strong relationships in the System Integrator and Defense Contractor community
  • Key industry knowledge and ability to effectively articulate the Chainalysis value proposition
  • Track record of over-achieving quota (top 10-20% of company) in past positions
  • Ability to negotiate pricing, terms and conditions and other concessions in complex, multi-year sales agreements.
  • History of scaling and coaching high-performing and diverse sales teams
  • Experience with Financial Intelligence, Blockchain, Cyber Security, and/or Cryptocurrency technologies

 

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