Enterprise Sales Lead, Institutions

September 4

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OP Labs

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Crypto • Web 3

OP Labs is part of Optimism, a Collective of companies, communities, and citizens dedicated to rewarding public goods and creating a sustainable future for Ethereum. The organization supports the development of the Ethereum network by fostering collaboration and innovation among developers and users. OP Labs engages in building decentralized infrastructure and enhancing blockchain technology to support public goods. They focus on governance, community building, and sustainable development within the Ethereum ecosystem.

11 - 50 employees

Founded 2020

₿ Crypto

🌐 Web 3

📋 Description

• Drive adoption of Optimism across global institutions and identify high-impact partnerships • Own and execute Optimism’s institutions strategy end-to-end, acting like a GM • Identify high-leverage market entry points (e.g., stablecoin corridors, embedded finance use cases, B2B/B2C rails) • Translate protocol advantages into compelling narratives tailored to institutional decision-makers • Source, structure, and close high-impact partnerships with institutions • Collaborate with product, engineering, and partner teams to ensure successful integration and onboarding • Channel market feedback to influence roadmap decisions (e.g., compliance features, wallet UX, account abstraction) • Shape internal Optimism offerings (e.g., SDKs, liquidity support, ecosystem programs) • Represent Optimism at industry events, institutions conferences, and global policy forums • Publish thought leadership on programmable money, composable compliance, and the future of payments infrastructure • Build and maintain strong relationships with ecosystem players (wallets, stablecoin issuers, banking-as-a-service providers, L2s)

🎯 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: wallets, custody, card issuing, stablecoins, compliance tooling, and developer platforms • Familiarity with crypto infrastructure—especially Ethereum, Layer 2s, and wallet abstraction concepts • Sharp strategic thinker who can map fragmented fintech value chains and craft compelling BD theses • Independent deal-closer comfortable interfacing with C-level stakeholders and navigating multi-party partnerships • High agency operator who can build 0→1 partnerships, GTM strategies, and partner programs with minimal oversight • Strong communicator who can translate between business, technical, and ecosystem stakeholders across varying levels of crypto fluency • Comfortable navigating ambiguity in a fast-moving, frontier market and iterating quickly based on learnings • Deeply mission-aligned—motivated to rebuild the global financial stack on open, composable rails • Low-ego and execution-oriented; value results over recognition • Thrive in collaborative, cross-functional teams but can also move quickly on your own • Obsessed with leverage—looking to create scalable impact via product, partnerships, or ecosystems

🏖️ Benefits

• Competitive compensation • Fully paid medical • Fully paid dental • Fully paid vision • 4% 401K match • Fully remote • Diverse team and supportive culture • Long-term company vision (founders scaling Ethereum since 2015)