Senior Financial Institution SME - Institutional Banking & Digital Assets

About the role

This role focuses on accelerating Chainalysis's market presence within institutional banking by engaging directly with executives and acting as a trusted advisor during sales processes. The Senior SME will partner with the sales team to qualify opportunities, articulate the value of Chainalysis solutions, and drive complex enterprise deals to completion. Success in this position means effectively bridging the gap between blockchain technology and the specific needs of global transaction banking, prime brokerage, securities services, and custody divisions.

A key aspect of this position involves converting blockchain, stablecoin, and tokenization concepts into business cases that resonate with financial leaders. The individual will leverage an existing network of institutional banking executives to foster strategic partnerships and co-develop go-to-market plans with system integrators and consulting firms. This includes representing Chainalysis as a subject matter expert at industry events, enhancing market awareness within institutional finance.

Beyond sales and partnerships, the Senior SME will influence the Chainalysis product roadmap. This involves collecting and synthesizing institutional-specific requirements, such as correspondent banking network risks and tokenized asset workflows, to guide product development and technology integration priorities. The role requires a deep understanding of how money, securities, and risk operate within the global financial system, particularly concerning digital assets.

The salary for this position ranges from $220,000 to $285,000 USD.

Skills that matter here

• institutional financial services: This role requires 10-20 years of experience in this domain, focusing on how money and risk move through the global financial system.
• Sell-Side/Transaction Banking: The candidate must have experience working within or selling into transaction banking, securities services, or prime brokerage divisions of major banks.
• Digital Asset Leadership: A proven track record of leading or advising on digital asset adoption programs for regulated financial institutions is essential.
• Executive Network: The role requires extensive, current relationships with C-level and SVP decision-makers across various financial entities.
• Technical & Solution Knowledge: Deep understanding of blockchain analytics, on-chain intelligence, and how Chainalysis solutions address financial institution pain points is necessary.
• Regulatory Knowledge: Expertise in U.S. and global banking regulations as they apply to digital assets is crucial for this position.

Who this role suits

• You have a background in institutional financial services, specifically within transaction banking or related divisions.
• You possess a strong network of executive contacts within the banking and financial sector.
• You are adept at translating complex technical concepts into business value for senior financial leaders.
• You have experience driving digital asset adoption within regulated financial environments.

From the employer

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.