Enterprise Sales Lead
OP Labs is the team behind Optimism’s technology. It develops the OP Stack, delivers security and performance upgrades for OP Stack chains, and provides OP Enterprise to institutional chain operators.
About OP Labs
OP Labs PBC is a for-profit public benefit company that contributes to the development and maintenance of Optimism, an Ethereum Layer 2 blockchain platform. Its work includes Optimism software, smart contracts, APIs, utilities, network data processing and node operations, as well as consulting and support for developers and users. It develops the open-source OP Stack and offers OP Enterprise for institutional chain operators.
Skills
About the Role
You will define and execute go-to-market strategies to drive institutional adoption of onchain financial primitives. You will originate, structure, and close complex partnerships with enterprise clients and translate protocol advantages into compelling narratives for institutional decision-makers. You will collaborate with product and engineering to ensure successful integration and channel market feedback to influence the roadmap. You will represent the project at industry events, publish thought leadership, and build strong relationships with wallets, stablecoin issuers, banking-as-a-service providers, and other ecosystem partners.
Requirements
- 10+ years of experience in enterprise sales
- Proven track record of closing and scaling complex deals with institutional clients
- Deep understanding of fintech infrastructure including wallets, custody, card issuing, stablecoins, compliance tooling, and developer platforms
- Familiarity with crypto infrastructure, especially Ethereum, Layer 2s, and wallet abstraction concepts
- Strategic thinking with ability to map fragmented fintech value chains
- Independent deal-closer comfortable interfacing with C-level stakeholders
- Ability to build 0→1 partnerships, GTM strategies, and partner programs with minimal oversight
- Strong communication skills to translate between business, technical, and ecosystem stakeholders
- Comfortable navigating ambiguity in a fast-moving market and iterating quickly
Responsibilities
- Own and execute strategy for institutional adoption
- Define and lead institutional strategy end-to-end
- Identify high-leverage market entry points
- Translate protocol advantages for institutional decision-makers
- Source, structure, and close high-impact partnerships
- Drive product alignment and ensure successful integration and onboarding
- Channel market feedback to influence roadmap decisions
- Shape internal offerings such as SDKs and liquidity support
- Represent the organization at industry events and policy forums
- Publish thought leadership and build ecosystem relationships
