Director, HRBP - GTM

Job description

## The Team The People Team at Chainalysis is dedicated to enabling growth, building an inclusive environment, and providing the support that helps our employees do the best work of their careers. Chainalysis is at a defining moment, transforming from a product-based company to an intelligence platform AI native company. The People Team plays a critical role in ensuring our organization evolves as fast as our technology. Our Go-To-Market organization, spanning Sales, Sales Engineering (Solution Architects), Customer Success, Partnerships, and Revenue Operations, is the engine driving that momentum. As we scale, our GTM teams need an HR Business Partner who operates with the same speed, intensity, and bias for action that defines the business itself. ## **The Role** As Director, HR Business Partner, Go-To-Market, you will be the strategic people partner embedded directly within our GTM leadership team. This is a high-impact, individual contributor role at the Director level. You will not manage a team, but you will be expected to operate with the authority, judgment, and executive presence of a senior leader. You will own the full scope of people strategy for GTM end-to-end: from organizational design and talent planning to performance management, employee relations, and change management. You are the single point of accountability for translating business priorities into people initiatives that accelerate revenue growth. A trusted, high-impact partnership with the COO will be critical to success in this role, one in which the HR Business Partner’s voice is heard, ideas are valued, and creative thinking shapes consequential people and business decisions. You are essential to GTM success. With a significant body of work ahead, this is not a role for the faint of heart; it requires the imagination, resourcefulness, resilience, and influence to turn ambitious priorities into meaningful results. Their role demands an execution-oriented leader, someone who doesn't wait for direction, moves fast, takes risks, is willing to make mistakes, drives outcomes with urgency, and brings a relentless focus on getting things done. You thrive in high-growth, high-change environments and are energized by the pace and complexity of a scaling GTM organization. You are equally comfortable coaching a CRO or COO through a sensitive org restructure as you are rolling up your sleeves to build a new compensation framework or run a talent calibration session from scratch. Your opinion matters, have one. ## In this role, you'll: ### **Drive GTM People Strategy with Speed and Precision** - Own and execute the end-to-end people strategy for the Go-To-Market organization, directly partnering with the COO, CRO, and CCO to align talent priorities with revenue targets. - Lead organizational design efforts to ensure the GTM structure scales efficiently, proactively identifying gaps, redundancies, and opportunities to optimize team composition as the business evolves. - Develop and execute workforce planning strategies that anticipate hiring needs, succession gaps, and capability builds across Sales, Sales Engineering, Customer Success, Partnerships, and Revenue Operations. - Operate as a true business partner, not a support function. Bring data, recommendations, and a point of view to every leadership conversation, and hold leaders accountable to people's commitments. ### **Own Talent Management and Performance Execution** - Drive and build a rigorous, outcomes-based performance management culture across GTM, ensuring that high performers are recognized and rewarded, and that underperformance is addressed swiftly and directly. - Lead talent review and calibration processes for GTM, partnering with leaders to build robust succession plans for critical revenue-facing roles. - Design and implement GTM-specific retention strategies, with a focus on high-impact sellers, technical sales talent, and customer-facing leaders in competitive talent markets. - Coach and advise GTM managers at all levels on leadership development, team effectiveness, and building high-performing sales and customer success cultures. ### **Execute on Compensation, Incentives, and GTM-Specific Programs** - Partner with Revenue Operations and Total Rewards to design and refine GTM compensation structures, including variable pay, sales incentive plans, SPIFs, and quota-setting frameworks that drive the right behaviors and outcomes. - Analyze compensation competitiveness within the sales and GTM talent market, making proactive recommendations to attract and retain top revenue talent. - Lead GTM-specific people programs including onboarding for revenue hires, ramp-time optimization, sales enablement alignment, and GTM-wide engagement initiatives, with a bias toward measurable impact. ### **Lead Change Management and Employee Relations with Conviction** - Drive change management initiatives across GTM with urgency and clarity: territory realignments, org restructures, RIF planning, and M&A integration for acquired sales and customer teams. - Serve as the primary point of contact for all employee relations matters within GTM, handling complex and sensitive situations with sound judgment, speed, and discretion. - Navigate ambiguity with confidence. In a fast-moving GTM environment, you make decisions with imperfect information, course-correct quickly, and never let process slow down progress. - Ensure compliance with employment laws and company policies while maintaining a pragmatic, business-first approach to risk. ### **Build Deep Partnerships Across the Business** - Forge strong, trust-based relationships with the COO, CRO, CCO, and broader GTM executives. Become the go-to advisor on all things people, from strategic org decisions to day-to-day people challenges. - Collaborate closely with Talent Acquisition to drive aggressive hiring plans, ensuring the right talent pipeline for quota-carrying and customer-facing roles. - Partner with People Operations, Total Rewards, L&D, and HRIS teams to ensure GTM-specific needs are reflected in company-wide programs and systems. - Bring a "one team" mindset. While your focus is GTM, you operate as part of the broader People team and contribute to enterprise-wide HR initiatives and best practices. ## **We're looking for candidates who have:** - 10+ years of progressive HR Business Partner experience, with at least 5 years supporting Go-To-Market, Sales, or Revenue organizations in high-growth B2B SaaS or technology companies. - Demonstrated ability to operate as a Director-level individual contributor. You bring executive-level strategic thinking and hands-on execution in equal measure without needing a team behind you. - A track record of thriving in fast-paced, high-growth, and ambiguous environments. You've built and iterated on people strategies while the business was scaling rapidly around you. - Deep expertise in GTM talent dynamics: sales compensation design, quota-based performance management, territory planning, and retention strategies for revenue-critical roles. - Proven ability to influence and advise senior leaders (VP and C-level) with data-driven recommendations and a willingness to challenge the status quo. - Strong employee relations experience with a demonstrated ability to handle complex, high-stakes situations with speed, good judgment, and confidentiality. - Exceptional communication skills. You are direct, clear, and persuasive, whether you're coaching a first-time manager or presenting an org design proposal to the executive team. - An aggressive, action-oriented disposition. You are known for driving results, holding a high bar, and refusing to let inertia or ambiguity slow you down. ## Nice to have: - Experience in blockchain, fintech, cybersecurity, or regulated technology industries. - Familiarity with HRIS platforms (e.g., Workday), people analytics tools, and modern HR tech stacks. - Experience supporting globally distributed GTM teams across multiple regions and time zones. - HR certification (PHR, SPHR, SHRM-CP, or SHRM-SCP) **AI at Chainalysis** AI is not a feature at Chainalysis - it is a new way of working. One that turns instructions into work done, and helps us move faster than the threats we're built to counter, and we expect our employees to take ownership of the output and ensure quality. As the world's most trusted blockchain analytics platform, Chainalysis sits at a rare intersection of proprietary data, regulatory relationships and crypto expertise that makes it uniquely placed to shape and lead the next era of AI-driven intelligence - and we expect everyone here, regardless of role, to be an active part of it. AI fluency is tied directly to how we measure performance and how we plan to win. There is no substitute for your own curiosity. We provide the tools, workflows, and space to experiment - but the expectation is that you develop these capabilities yourself, bring ideas, and collaborate across teams to reinvent the way work gets done. We are not using AI to do less. We are using it to do what was never possible before. **About Chainalysis** Chainalysis is the blockchain data platform, making it easy to connect the movement of digital assets to real-world services. Powered by deep blockchain data and AI, organizations can investigate illicit activity, manage risk exposure, and develop innovative market solutions built on the industry's most trusted blockchain intelligence. Our mission is to build trust in blockchains, blending safety and security with an unwavering commitment to growth and innovation. **You belong here.** At Chainalysis, we believe that diversity of experience and thought makes us stronger. With both customers and employees around the world, we are committed to ensuring our team reflects the unique communities around us. We’re ensuring we keep learning by committing to continually revisit and reevaluate our diversity culture. We encourage applicants across any race, ethnicity, gender/gender expression, age, spirituality, ability, experience and more. If you need any accommodations to make our interview process more accessible to you due to a disability, don't hesitate to let us know. You can learn more [here](https://go.chainalysis.com/rs/503-FAP-074/images/Interview%20Accommodations%20Request.pdf). We can’t wait to meet you.