Senior Financial Institution SME - Institutional Banking & Digital Assets

Position Type: Advisory/GTM Specialist/Business Development

Position Overview

We are seeking a senior Institutional Banking Subject Matter Expert to accelerate Chainalysis’ go-to-market strategy with Tier-1 and Tier-2 Financial Institutions. This individual will serve as the trusted liaison between Chainalysis’ solutions and the strategic priorities of traditional, institutional finance.

Leveraging deep industry relationships and credibility within sell-side, transaction banking, and capital markets, the SME will open executive doors for sales, shape digital-asset strategies that incorporate Chainalysis capabilities, and help orchestrate integrated execution with major system integrators and consulting partners. Your superpower is a deep, structural understanding of how money, securities, and risk actually move through the global financial system, and how to sell into the desks and divisions that manage them.

Key Responsibilities

• GTM Acceleration & Executive Engagement: Partner with the sales organization to open executive doors, qualify opportunities, and articulate the commercial and risk value of Chainalysis solutions to institutional banking leaders.

• Side-by-Side Selling: Act as a strategic overlay and trusted advisor during the sales process. Partner directly with Account Executives in client meetings, pitches, and negotiations to lend institutional credibility, map solutions to specific desk requirements, and drive complex enterprise deals to close.

• Institutional Strategy Alignment: Serve as the bridge that converts blockchain, stablecoin, and tokenization concepts into language and business cases that resonate with leaders in Global Transaction Banking (GTB), Prime Brokerage, Securities Services, and Custody.

• Executive & Partner Ecosystem: Leverage an established network of institutional banking executives to drive strategic partnerships; co-develop integrated go-to-market plans with System Integrators and consulting firms.

• Industry Evangelism: Serve as a compelling speaker, panelist, and subject matter expert at major industry events, roundtables, and executive briefings to represent Chainalysis and drive market awareness within institutional finance.

• Product Roadmap Influence: Collect and synthesize institutional-specific requirements (e.g., correspondent banking network risks, tokenized asset workflows) to guide the Chainalysis product roadmap and technology integration priorities.

Required Qualifications

• 10–20 years in institutional financial services, with meaningful time spent in roles that required you to understand how money, securities, and risk actually move through the global financial system.

• Sell-Side/Transaction Banking (Required): You have worked inside or sold directly into the transaction banking, securities services, or prime brokerage divisions of major global banks.

  • Digital Asset Leadership: Proven track record of leading or advising digital-asset / crypto adoption programs inside or for regulated FIs, with tangible outcomes in compliance, custody, payments, or on-chain strategy.

  • Executive Network: Extensive, current relationships with C-level and SVP decision-makers across banks, asset managers, broker-dealers, credit unions, and regulators.

  • Technical & Solution Knowledge: Deep understanding of blockchain analytics, on-chain intelligence, stablecoins, and how Chainalysis-type solutions solve real FI pain points (AML, sanctions, transaction monitoring, investigations).

  • Regulatory Knowledge: Expert-level grasp of U.S. and global banking regulations (BSA/AML, OFAC, FinCEN, SEC, Federal Reserve guidance) as they apply to digital assets.

  • Demonstrated ability to work cross-functionally with sales teams and ecosystem partners (Big 4, SI firms) to co-create and execute integrated client strategies.

  • What a global transaction banking (GTB) division actually does: cash management, liquidity management, trade finance (LCs, guarantees, supply chain finance), and cross-border payments and how blockchain-based payment rails (stablecoins, tokenized deposits) are beginning to intersect with these businesses.

Preferred Qualifications

• Previous experience in a client-facing or sales-support capacity at a fintech, regtech, or blockchain vendor serving FIs.

• Track record of successful blockchain technology evaluations or implementations that included compliance/analytics platforms.

• Experience with digital asset custody, trading, payments, or on-chain monitoring solutions.

• Advanced degree in Finance, Economics, or related field (preferred).

• Prior experience working with or inside Big 4 / major consulting firms on digital-asset or regtech engagements.

Key Success Metrics

• Pipeline & Revenue Impact: Achievement of joint sales milestones (pipeline generated, closed-won deals, referenceable clients) driven through active side-by-side selling with the sales team.

• Access & Origination: Number and quality of executive doors opened and qualified opportunities created for the sales organization within target Tier-1 and Tier-2 institutions.

• Partner Execution: Successful co-development and execution of integrated go-to-market strategies with key strategic partners (Big 4, SI firms).

• Product Impact: Actionable feedback delivered to the Chainalysis product and engineering teams that directly influences roadmap priorities to capture institutional use cases.

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.

About Chainalysis

Chainalysis is the blockchain data platform, making it easy to connect the movement of digital assets to real-world services. Powered by deep blockchain data and AI, organizations can investigate illicit activity, manage risk exposure, and develop innovative market solutions built on the industry's most trusted blockchain intelligence. Our mission is to build trust in blockchains, blending safety and security with an unwavering commitment to growth and innovation.

You belong here.

At Chainalysis, we believe that diversity of experience and thought makes us stronger. With both customers and employees around the world, we are committed to ensuring our team reflects the unique communities around us. We’re ensuring we keep learning by committing to continually revisit and reevaluate our diversity culture.

We encourage applicants across any race, ethnicity, gender/gender expression, age, spirituality, ability, experience and more. If you need any accommodations to make our interview process more accessible to you due to a disability, don't hesitate to let us know. You can learn more here. We can’t wait to meet you.