Institutional Sales Lead for Open Finance & Crypto

grabjobs; Mesa (AZ); Hybrid; USD 180,000 - 280,000; Full time

Job summary

OP Labs, building Optimism, seeks a Sales Lead to drive institutional adoption among large financial institutions. You will shape go-to-market, identify entry points, and close strategic partnerships, working with leadership, product, marketing, and partnerships to bring onchain primitives to market.

You’ll engage with C-level stakeholders, translate fintech advantages for institutions, and lead externally at events while coordinating with product and engineering teams for seamless integration.

Qualifications

• 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.

Responsibilities

• Own and execute strategy for institutional adoption.
• Define and lead Optimism’s strategy for institutions end-to-end.
• Identify high-leverage market entry points (e.g., stablecoin corridors, embedded finance use cases, B2B/B2C rails).
• Translate protocol advantages into narratives for institutional decision-makers.
• Originate and close deals with large institutions.
• Source, structure, and close high-impact partnerships with institutions.
• Collaborate with product, engineering, and partner teams for successful integration.
• Channel market feedback to influence roadmap decisions (compliance features, wallet UX, account abstraction).
• Shape Optimism offerings (SDKs, liquidity support, ecosystem programs) to meet partner needs.
• Represent Optimism at industry events and conferences.
• Publish thought leadership on programmable money and payments infrastructure.
• Build and maintain relationships with ecosystem players (wallets, stablecoins, banking-as-a-service providers, L2s).

Skills

Enterprise sales

Deal closing

Strategic thinking

C-level engagement

Partnerships

Crypto literacy

Job description

OP Labs, building Optimism, seeks a Sales Lead to drive institutional adoption among large financial institutions. You will shape go-to-market, identify entry points, and close strategic partnerships, working with leadership, product, marketing, and partnerships to bring onchain primitives to market.

You’ll engage with C-level stakeholders, translate fintech advantages for institutions, and lead externally at events while coordinating with product and engineering teams for seamless integration.