Director, HRBP - GTM

As Director, HR Business Partner for Go-To-Market at Chainalysis, you will be the strategic people partner embedded directly within GTM leadership. This is a high-impact, individual contributor role at Director level where you own the full scope of people strategy for GTM end-to-end: organizational design, talent planning, performance management, employee relations, and change management. You will be the single point of accountability for translating business priorities into people initiatives that accelerate revenue growth, partnering closely with the COO, CRO, and CCO.

What you'll do

• 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 by bringing data, recommendations, and a point of view to every leadership conversation, and holding leaders accountable to people commitments
• Drive and build a rigorous, outcomes-based performance management culture across GTM, ensuring high performers are recognized and rewarded, and underperformance is addressed swiftly
• 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
• 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
• 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
• Ensure compliance with employment laws and company policies while maintaining a pragmatic, business-first approach to risk
• Forge strong, trust-based relationships with the COO, CRO, CCO, and broader GTM executives, becoming the go-to advisor on all people matters
• 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

What you bring

• 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, bringing 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, building and iterating on people strategies while the business scaled 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 at 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 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 such as Workday, people analytics tools, and modern HR tech stacks
• Experience supporting globally distributed GTM teams across multiple regions and time zones
• HR certification such as PHR, SPHR, SHRM-CP, or SHRM-SCP

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.