Strategic Account Executive - LATAM

Strategic Account Executive, LATAM

About the Role

Location: Brazil, Sao Paulo

Our Strategic Account Executives are expert storytellers and problem-solvers. In the LATAM region, you will help crypto-native organizations (exchanges, Web3, DeFi) and large-scale enterprises confidently and securely adopt blockchain technologies. As the digital asset landscape evolves rapidly across Latin America—driven by institutional interest, the growth of Web3 ecosystems, and evolving regional regulations—you will be at the forefront of helping these organizations execute their cryptocurrency strategy.

Strategic Account Executives are experienced in high-stakes new business creation and deep account management. They are market specialists who understand the unique cultural and business nuances of the LATAM region. They establish trust and build long-term customer relationships within their target market, tailoring their sales approach to the specific economic drivers of the region and evangelizing Chainalysis solutions in a compelling, approachable way. Success is measured by the attainment of assigned quota, new logos, and the strategic expansion of our footprint within the region’s most influential accounts.

In this role, you’ll:

• Drive Regional Growth: Exceed your quota and substantially increase our foothold in the LATAM Enterprise and Crypto-native markets through aggressive prospecting, pipeline development, and expansion of existing accounts.

• Strategic Account Planning: Create and execute sophisticated go-to-market plans for the LATAM territory that result in predictable, increasing quarterly forecasts and long-term partnerships.

• Build Executive Trust: Navigate complex, multi-stakeholder sales cycles to build relationships with CXOs and Founders based on trust and transparency, positioning Chainalysis as a critical partner in their growth.

• Market Intelligence: Help us develop compelling product positioning and messaging specific to LATAM market trends, such as the rise of DeFi, Web3 innovation, and regional enterprise adoption drivers.

• Cross-Functional Collaboration: Partner with internal departments (Solutions Architects, Product, and Marketing) to provide expert advice to prospects regarding technical concepts, product roadmaps, and solutions implementations.

• Pipeline Management: Build and maintain a diverse pipeline of opportunities, ensuring consistent and accurate forecasting through disciplined use of enterprise sales methodologies.

• Travel up to 50% of the time.

We’re looking for candidates who have:

• Regional Expertise: A deep understanding of the LATAM business landscape and the ability to navigate the unique challenges of doing business across different Latin American countries.

• Bilingual/Trilingual Proficiency: Fluency in English and Spanish is required; proficiency in Portuguese is a significant advantage.

• Proven Sales Excellence: 7+ years of B2B SaaS sales experience, specifically selling complex software to large-scale enterprises or high-growth technology companies.

• Strategic Mindset: A strong understanding of enterprise sales methodology (e.g., MEDDPICC, Challenger) and the ability to manage long, complex sales cycles with multiple stakeholders.

• Communication Skills: An articulate, enthusiastic, and effective communicator who can convey complex blockchain and technical concepts concisely to the CXO level.

• Blockchain Passion: A genuine interest in cryptocurrency, Web3, and the potential for blockchain technology to disrupt traditional business models.

• Adaptability: The ability to bridge high-level technology to a customer’s desired business outcomes in a dynamic, fast-paced startup environment.

• Mobility: The ability to travel throughout the LATAM region as needed to build face-to-face relationships with key stakeholders.

Nice to have experience:

• You don’t have to be a blockchain expert yet, but you are insatiably curious and a fast learner.

• Experience