Enterprise Sales Lead
Define and execute go-to-market strategies for institutional adoption of onchain financial primitives. Originate and close complex enterprise partnerships, translate protocol advantages for institutional decision-makers, collaborate with product and engineering on integrations, influence the roadmap through market feedback, represent OP Labs externally, publish thought leadership, and build ecosystem relationships.
Responsibilities
- Own and execute strategy for institutional adoption
- Define and lead institutional strategy end-to-end
- Identify high-leverage market entry points
- Translate protocol advantages for institutional decision-makers
- Source, structure, and close high-impact partnerships
- Drive product alignment and ensure successful integration and onboarding
- Channel market feedback to influence roadmap decisions
- Shape internal offerings such as SDKs and liquidity support
- Represent the organization at industry events and policy forums
- Publish thought leadership and build ecosystem relationships
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 including wallets, custody, card issuing, stablecoins, compliance tooling, and developer platforms
- Familiarity with crypto infrastructure, especially Ethereum, Layer 2s, and wallet abstraction concepts
- Strategic thinking with ability to map fragmented fintech value chains
- Independent deal-closer comfortable interfacing with C-level stakeholders
- Ability to build 0→1 partnerships, GTM strategies, and partner programs with minimal oversight
- Strong communication skills across business, technical, and ecosystem stakeholders
- Comfortable navigating ambiguity in a fast-moving market and iterating quickly