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Chainalysis is the leader in blockchain intelligence, operating at the cutting edge of one of the world's fastest-growing industries. The company has accelerated growth, landed enterprise-wide contracts at major financial institutions, completed acquisitions to build AI talent, and launched agentic products.
As Head of Sales Enablement, you will lead a globally-distributed enablement team and build the relationships, programs, infrastructure, and operating model to drive the effectiveness, capacity, and productivity of customer-facing teams. You'll report to the GTM Chief of Staff and work across the entire business to drive alignment around key priorities.
Key responsibilities include:
- Build the enablement organization through deep, integrated partnerships with leaders across the business, with strong relationships with product management and product marketing.
- Design and implement the enablement operating model from the ground up: intake process, prioritization framework, content lifecycle, central calendar, and single front door for requests.
- Own the enablement tech stack (LMS, AI role-play, conversation intelligence) and build manager-facing dashboards for sales leader visibility into team readiness.
- Translate Product Marketing positioning briefs into curriculum, practice programs, battle cards, and field-ready content kits.
- Transform checklist-based onboarding into a structured, curriculum-based program with clear ramp milestones, scaling to absorb 25+ new sellers in Q1 FY28.
- Build enablement analytics from scratch, defining metrics tied to pipeline, win rate, ramp time, and consumption growth to demonstrate business impact.
- Extend enablement beyond account executives to Solutions Architects, Customer Success Managers, Global Services, and channel partners, aligning frameworks across customer-facing teams.
- Lead and stabilize a talented team through organizational change, providing clear vision, investing in development, and building a culture of excellence.
The role emphasizes hands-on operational work, building systems and processes, and introducing automation. You'll work in an environment where strategy is iterative and infrastructure is incomplete, requiring resilience and grit to build while leading.
Chainalysis emphasizes AI fluency as core to performance and winning. The expectation is that all employees, regardless of role, develop AI capabilities, bring ideas, and collaborate to reinvent how work gets done.
REQUIREMENTS:
- 10+ years of experience in sales, customer success, enablement, revenue operations, GTM operations, or related operational function within complex B2B SaaS companies
- Built or materially scaled a function, program, or operational capability from early stage with a track record of creating structure from none
- Demonstrated ability to thrive in ambiguity with iterative strategy, incomplete infrastructure; brings resilience and grit
- Hands-on operational instinct; you are an operator first who builds systems, designs processes, introduces automation, and does the work yourself when needed
- Direct experience working with or inside a strong sales enablement function; you understand what good looks like
- Experience managing geographically distributed teams across multiple time zones with a passion for developing people
- Product curiosity and understanding of product-to-market motions to maintain credibility with Product Marketing and Product teams
- Strong communication skills and ability to build trust with senior leaders, sales managers, and cross-functional partners quickly
NICE TO HAVE:
- Knowledge of Force Management, Command of the Message, or MEDDPICC
- Prior experience as a quota-carrying account executive or in direct selling
- Experience in financial services, public sector, or compliance-related industries (financial crime, AML/CFT, payments, trading systems)
- Experience with enablement technology platforms (LMS, conversation intelligence, AI role-play tools)
- Experience supporting business model transitions (e.g., subscription to consumption pricing)
- Interest in cryptocurrency, blockchain, and related technologies, or deep curiosity and willingness to learn
