Chainalysis is hiring a Inside Sales Representative in Go-to-Market — Washington Metro Area (WMA). The overview below is synthesized from the employer posting on jobs.ashbyhq.com: factual requirements and scope are preserved, but prose is rewritten with editorial context. Verify details and apply via the employer link.
About Chainalysis Government Solutions
Company context from the listing:
Chainalysis Government Solutions (CGS) is a wholly-owned Chainalysis subsidiary providing blockchain intelligence solutions, including technology, training, and services, to law enforcement, defense, and national security customers across the U.S. Government.
As an Inside Sales Representative (ISR), you will own the top and middle of the sales funnel for our Public Sector division, mastering the complexities of government procurement while working hand-in-hand with senior AEs to close major deals. We are looking for an ambitious, mid-level professional ready to accelerate their career into a full-fledged Account Executive (AE) role within 12–18 months.
In this role, you'll
- Conduct strategic outbound outreach into Federal, State, Local, and Education (SLED) agencies using phone, email, and social selling.
- Rapidly qualify high-intent inbound leads originating from government marketing campaigns, webinars, and events.
- Monitor public sector procurement portals (e.g., SAM.gov, GovWin) to identify relevant RFPs, RFIs, and contract vehicles before they hit the open market.
- Move past surface-level BANT qualification to map out agency pain points, budget timelines, and decision-making hierarchies.
- Seamlessly transition qualified opportunities to your designated AE and participate in initial strategy sessions to tee up successful technical demos or proposals.
- Maintain a active presence in the early stages of the sales cycle, learning contract negotiation, security compliance, and procurement directly from senior reps.
- Maintain meticulous records of agency interactions, org charts, and procurement timelines within Salesforce, tracking key generation and conversion metrics.
We're looking for candidates who have
- 1.5 to 3 years of successful sales experience (SDR, BDR, or Junior ISR), ideally within B2B SaaS, technology, or IT services.
- Prior exposure to government sales (SLED or Federal) with an understanding of—or eagerness to learn—contract vehicles, RFPs, and unique government buying cycles.
- Proven ability to navigate complex, multi-stakeholder organizational structures and hold peer-level conversations with government program managers and IT directors.
- Proficiency with CRM tools (Salesforce/HubSpot), sales engagement platforms (Salesloft/Outreach), and prospecting tools (ZoomInfo, LinkedIn Sales Navigator).
- High coachability, intense curiosity, and a clear career goal to transition into a quota-carrying Account Executive role.
Nice to have
Additional experience noted as a plus:
- Existing exposure to public sector compliance, procurement pathways, or contract vehicle identification.
- A basic curiosity or foundational understanding of cryptocurrency and digital asset ecosystems.
The Career Path: Your Route to AE
We view this role as a critical leadership pipeline where you will not be stuck in a silo:
- Master our product, public sector compliance requirements, and the outreach playbook.
- Deepen your partnership with your designated AE, taking on more autonomy during discovery calls and early-stage strategy.
- Begin "shadow owning" smaller public sector accounts and deals under the mentorship of your AE and leadership.
- Graduate into a full-fledged, quota-carrying Public Sector Account Executive.
Build a standout application
For the Inside Sales Representative at Chainalysis, reviewers look for concise evidence over buzzwords. Mirror the language of the posting sparingly, quantify support or delivery outcomes, and show how you handled ambiguity, time-zone collaboration and user empathy. Keep your resume to impact, keep your cover note to one page, and link to artifacts — tickets resolved, docs shipped, dashboards owned — that prove you can operate in a fast-moving Web3 team. Prepare to discuss a time you turned a confusing user report into a clear fix and how you measure quality in support and operations.
Web3 hiring values reliability: on-time follow-through, clear writing, and a track record of improving runbooks and tooling. Treat the application as a work sample. For interviews, be ready to walk through how you prioritize across time zones, handle a difficult user, and decide when to escalate versus resolve directly. Show how you document decisions so the next teammate benefits.
In a distributed Web3 org, trust builds through written clarity. Use the cover note to demonstrate it. Add links to public work, keep formatting scannable, and close with a clear ask. Hiring managers skim — make impact obvious in the first half-page.
Career growth in Web3 rewards continuous learning. Follow protocol changelogs, practice with testnets, and contribute to open issues. Small, consistent contributions compound into credibility more than one-off credentials.