Partnerships Lead, Strategic Accounts
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
Candidate Availability
Required and preferred rules are kept separate and reflect the wording in the original posting.
About the Role
You will own a portfolio of strategic partners and remain accountable for revenue, execution, relationship management, and long-term value creation. You will guide each account through onboarding, chain deployment, performance management, expansion, and renewal. You will establish joint business plans, KPIs, QBRs, and executive touchpoints while coordinating with Product, Engineering, Legal, Data, and GTM functions. You will advise partners on building blockchain ecosystems, resolve delivery blockers, identify risks and growth opportunities early, and lead remediation or expansion plans.
Requirements
- Experience owning enterprise accounts against a revenue target
- Ability to sell capabilities before general availability while setting achievable expectations
- Strong knowledge of blockchain and Web3, particularly L1s, L2s, infrastructure, and developer ecosystems
- Technical fluency sufficient to work effectively with product and engineering functions
- Ability to communicate with and influence senior internal and external stakeholders
- Proven ability to structure and manage complex commercial relationships and negotiations involving incentives, renewals, and performance-based agreements
- Experience running QBRs, developing Joint Business Plans, managing KPIs, and coordinating cross-functional work
- Strong judgment and ability to operate in a fast-moving, ambiguous environment
Responsibilities
- Own a portfolio of strategic accounts and remain accountable for revenue, execution, and partner success
- Maintain senior partner relationships and manage escalations
- Lead account onboarding, chain deployment, performance management, upselling, and renewal
- Run the account management framework through Joint Business Plans, KPIs, QBRs, and recurring executive touchpoints
- Advise partners on building comprehensive blockchain ecosystems
- Coordinate with Product, Engineering, Legal, Data, and GTM functions to scope work, resolve blockers, and ensure timely delivery
- Identify churn risks, underperforming initiatives, and expansion opportunities early
- Develop and own remediation plans
Benefits
- Fully paid medical insurance
- Fully paid dental insurance
- Fully paid vision insurance
- 4% 401(k) match
- Role- and seniority-dependent bonus and additional grants
- Remote-friendly hybrid work
