BD Lead, Institutions

San Francisco, CA - USA

Monthly Salary: Not Disclosed

Posted on: 2 hours ago

Vacancies: 1 Vacancy

Job Summary

OP Labs is the team building the technology behind Optimism the leading blockchain infrastructure provider powering 65% of all Layer 2 transactions. Our open-source OP Stack enables developers and enterprises to launch scalable secure and customizable onchain networks with ease. Backed by a16z Paradigm and others OP Labs has raised over $350M to drive the next generation of onchain innovation.

Role and Responsibilities

Were looking for an entrepreneurial highly strategic Enterprise Sales Lead Institutions to drive adoption of Optimism across global institutions. Youll be responsible for identifying closing and scaling high-impact partnerships with the largest institutions in the world which are strategic to our growth strategy.

This role is both strategic and executional. Youll work directly with Optimism leadership product marketing and partner engineering to shape new financial primitives that are only possible onchain. You will bring them to market through deep partnerships with the worlds most ambitious builders in institutions.

What are the role responsibilities

Own and execute strategy
- Define and lead Optimisms strategy for institutions end-to-end - act 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

Originate and close deals
- Source structure and close high-impact partnerships with institutions
Drive product alignment
- Collaborate closely 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) to better meet institution partner needs
Lead externally
- 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)

What skills do you bring

Experience
- 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 infrastructureespecially Ethereum Layer 2s and wallet abstraction concepts
Skills & Approach
- Sharp strategic thinker who can map fragmented fintech value chains and craft compelling BD theses
- Independent deal-closer whos comfortable interfacing with C-level stakeholders and navigating multi-party partnerships
- High agency operator who can build 01 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
Culture & Mindset
- Deeply mission-alignedmotivated to rebuild the global financial stack on open composable rails
- Low-ego and execution-oriented; you value results over recognition
- Thrive in collaborative cross-functional teams but can also move quickly on your own
- Obsessed with leveragealways looking to create scalable impact via product partnerships or ecosystems

What will you like about us

We take care of our employees. Competitive compensation fully paid medical dental and vision and a 4% 401K match.
We take pride in the accomplishments of our teammates and support each other in doing the best work of our careers.
Our team is a diverse group of people from varied backgrounds. We cherish our eclecticism and consider it a great strength.
Were fully remote deeply engaged highly skilled and like to have fun.
We think long-term. Our founders have been scaling Ethereum since 2015.
Learn more about our interviewing here!

We are aware of fraudulent individuals falsely claiming to represent OP Labs in recruitment activities.
Please note:

All official communication will come from an @ email address or from a verified Linked profile.
We will never ask for payment banking information or personal identification details at any stage of our hiring process.
All current openings are listed exclusively on our official careers page and linked from our verified social profiles.
If youre ever unsure about a communication that claims to be from OP Labs please contact us directly at to verify authenticity.

Your safety and trust are very important to us. Thank you for helping us prevent fraud.

OP Labs is the team building the technology behind Optimism the leading blockchain infrastructure provider powering 65% of all Layer 2 transactions. Our open-source OP Stack enables developers and enterprises to launch scalable secure and customizable onchain networks with ease. Backed by a16z Parad...