Chainalysis Government Solutions

Role Description As a Proposal/Capture Manager, you will join our growing capture and proposals team to help identify, qualify, shape, and win public sector opportunities across the business development lifecycle. You will bring structure to fast-moving pursuits, manage deadlines, and enforce governance milestones to help teams move opportunities through the pipeline with discipline. The ideal candidate has an ownership mindset, exceptional technical writing skills, and the curiosity to turn complex data, blockchain analytics, cybersecurity, and software concepts into compelling narratives for government evaluators. - Manage end-to-end proposal development for the U.S. Government and public sector opportunities, including RFIs, RFPs, RFQs, task orders, and partner-led responses. - Author, edit, and format critical proposal sections, including executive summaries, technical narratives, management approaches, past performance, and partner value propositions. - Develop materials and read-aheads for opportunity gate reviews, bid/no-bid decisions, pricing reviews, and executive approvals. - Establish and maintain proposal schedules, compliance matrices, responsibility matrices, and final production checklists to ensure completely compliant submissions. - Partner with software engineers and solution architects to turn sophisticated blockchain, SaaS, and data analytics architectures into clear, evaluator-friendly language. - Write pricing volumes and narratives, including the documentation of pricing assumptions, basis of estimates (BOEs), labor mix, and licensing models. - Collaborate with external partners, prime contractors, Systems Integrators (SIs), and Value-Added Resellers (VARs) to secure and coordinate proposal inputs. - Identify proposals and capture risks early, including compliance gaps, competitive threats, resource constraints, and partner dependencies. - Use AI-enabled tools to build repeatable workflows, automated compliance templates, custom prompts, and a reusable content library to scale proposal operations. - Support and participate in win-theme workshops, black hat sessions, kickoff meetings, and structured color team reviews (Pink, Red, Gold). Qualifications - 5 to 10 years of experience writing, managing, or supporting technical proposals, capture efforts, or RFx responses for federal, state, or local government markets. - Strong understanding of government procurement vehicles and structures, including RFPs, IDIQs, GWACs, BPAs, task orders, and contract vehicles. - Proven success working under tight deadlines with multi-disciplinary stakeholders, including sales, technical SMEs, legal, finance, and executive leadership. - Deep familiarity with Shipley-based proposal processes, capture planning, and lifecycle pursuit governance. - Exceptional technical writing, copyediting, and communication skills, with a relentless attention to detail. Preferred Qualifications - Experience working within or supporting an Independent Software Vendor (ISV), SaaS provider, data analytics company, or cybersecurity firm in the public sector. - Demonstrated experience supporting partner-led, indirect go-to-market motions alongside large federal systems integrators and resellers. - Experience utilizing modern CRM and proposal management platforms such as Salesforce, Loopio, or Responsive/RFPIO. - APMP certification, formal Shipley training, or comparable industry-recognized proposal management credentials.

Role Description Our Strategic Account Manager drives revenue growth by ensuring our U.S. Public Sector customers achieve their most critical objectives. You will act as the strategic "anchor" within a dedicated account pod, bridging the gap between technical software adoption, data utilization, and long-term account expansion. We are looking for a skilled team member who has a proven track record of effectively and directly driving growth, revenue, and adoption. By providing confident and consultative guidance, you'll demonstrate how Chainalysis data and software solutions can help agencies achieve their objectives while identifying new opportunities for program expansion. The ideal candidate possesses deep public sector fluency within DHS (including HSI, CBP, and Secret Service) and the DoD, with a proven track record of aligning software capabilities with critical national security missions. You have a sophisticated understanding of federal procurement cycles, command structures, and how tactical personnel leverage forensic intelligence to counter threat networks. In this role, you will act as the strategic anchor to bridge complex data conversations into actionable outcomes that protect the homeland and support defense objectives. Key Responsibilities - Drive revenue: Act as an engine for account renewal and expansion, measuring and driving software and data utilization, identifying unsolved mission gaps and building the business case for new use cases and services. - Strategic account management: Partner with Account Executives (AEs) to co-lead the growth strategy for key accounts, ensuring Chainalysis products and data align to the customer’s mission. - Drive adoption and expansion: Identify mission gaps and proactively uncover unsolved customer challenges/opportunities to build business cases for new use cases and services. Anticipate and remove internal or external roadblocks that could delay renewals. - Project management: Manage the implementation and usage of Chainalysis products and data offerings within the customer, ensuring alignment to customer’s missions and expectations. - Own the renewal lifecycle: Lead the end-to-end renewal process, ensuring quotes are passed to the partner/customer in alignment with contracting and budgeting timelines. - Navigate procurement: Understand and master the public-sector contracting and compliance requirements to ensure predictable renewal execution. - Advocate internally: Act as the "voice of the customer" to the account team, Product and Engineering, translating customer observations into actionable product enhancements. Qualifications - 5+ years in Customer Success, Account Management, or Inside Sales, specifically within GovTech or Public Sector SaaS. - A proven track record of meeting or exceeding Net Revenue Retention (NRR) and expansion targets. - Deep familiarity with DoD and DHS procurement, buying cycles, and the unique pressure of mission-critical environments. - Ability to navigate complex data conversations; a passion for the intersection of cryptocurrency and public safety. - Maintaining focus in high-growth, rapidly changing environments. Requirements - Ability to travel up to 50% for onsite visits to customer locations and other industry events.