Inside Sales Representative

About Chainalysis Government Solutions

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:

• 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.