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.

About Chainalysis

Blockchain technology is powering a growing wave of innovation. Businesses and governments around the world are using blockchains to make banking more efficient, connect with their customers, and investigate criminal cases. As adoption of blockchain technology grows, more and more organizations seek access to all this ecosystem has to offer. That’s where Chainalysis comes in. We provide complete knowledge of what’s happening on blockchains through our data, services, and solutions. With Chainalysis, organizations can navigate blockchains safely and with confidence.

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.