BD Lead, Institutions

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 $175M to drive the next generation of onchain innovation.

Role 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 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 infrastructure—especially 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-aligned—motivated 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 leverage—always 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.

• 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.

• 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 @oplabs.co 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 you’re ever unsure about a communication that claims to be from OP Labs, please contact us directly at [email protected] to verify authenticity.

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