OP Labs Institutional Sales Lead

OP Labs builds Optimism an open-source blockchain network that powers the next generation of financial infrastructure. Hundreds of companies from the worlds largest enterprises like Sony Coinbase Kraken Uniswap OKX and Bitpanda to the most ambitious early-stage builders use the OP stack to launch their own blockchains and bring their users onchain. Today over 65% of Layer 2 activity on Ethereum runs through the OP stack.

We are a small team building at the speed of the ecosystem we support. Were remote-friendly but the NYC office is our center of gravity. Weve raised $178M from a16z Paradigm and others. We have our work cut out for us and are looking for exceptional people to join us.

Were looking for a Sales Lead to drive Optimisms adoption among the worlds largest financial institutions. Youll identify secure and expand the high-impact partnerships central to our growth strategy.

The role is both strategic and executional. Youll work directly with Optimism leadership product marketing and partnerships to shape new financial primitives that are only possible onchain and bring them to market with the most ambitious builders in traditional finance.

• 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)

• 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 infrastructure with a focus on 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

  • Motivated to rebuild the global financial stack on open composable rails

  • You value results over recognition

  • Thrive in collaborative cross-functional teams but can also move quickly on your own

  • Always looking to create scalable impact via product partnerships or ecosystems