Enterprise Sales Lead, Institutions

Enterprise Sales Lead, Institutions

OP Labs PBC, formerly known as Optimism PBC, is bringing Web2 usability to Web3 apps. Built by Ethereum developers, for Ethereum developers, OP Labs is the only secure decentralized blockchain infrastructure specifically intended to optimize and scale Ethereum. OP Labs develops open-source codebase software and operates optimistic L2 rollups to ensure Ethereum maintains the three central properties of blockchain : decentralization, security, and scalability.

OP Labs can be seen as an extension of Ethereum, from its philosophy down to its tech stack. They promote the growth and sustainability of public goods, through Retroactive Public Goods Funding, never to be captured by private commercial interests. They aim to make transacting on Ethereum affordable and accessible to everyone.

Roles and Responsibilities

We're looking for an entrepreneurial, highly strategic Enterprise Sales Lead, Institutions to drive adoption of optimism across global institutions. You'll 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. You'll 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 world's most ambitious builders in institutions.

What are the role responsibilities?

Own and execute strategy

Define and lead Optimism's 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 adoption of onchain wallets, stablecoins, and embedded finance SDKs (e.g. Verbs) Negotiate complex commercial agreements involving multiple stakeholders

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 business development, partnerships, or corporate developmentideally in fintech, crypto, or financial infrastructure

Proven track record of closing and scaling complex deals with payment platforms, neobanks, custodians, or embedded finance providers

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 who's 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

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 matchlearn more about our benefits, culture, and all recruiting FAQ here.

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.

We're fully remote, deeply engaged, highly skilled, and like to have fun.

We think long-term. Our founders have been scaling Ethereum since 2015.