Senior Financial Institution SME - Institutional Banking & Digital AssetsPosition Type: Advisory/GTM Specialist/Business DevelopmentPosition OverviewWe 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.
