Partnerships Lead, Strategic Accounts

OP Labs PBC; New York (NY); Hybrid; USD 140,000 - 190,000; Full time

Benefits offered by this job

Fully paid medical, dental, and vision

4% 401K match

Job summary

OP Labs PBC is seeking a Strategic Accounts Lead to own a portfolio of Optimism partners, driving revenue, delivery, and long-term value creation. You will coordinate with Product, Engineering, Legal, and GTM teams to align partner needs with Optimism’s roadmap and drive strategic outcomes.

You will manage end-to-end account lifecycle from onboarding to renewal, build Joint Business Plans, define KPIs, and navigate cross-company collaboration to remove blockers and accelerate delivery.

Qualifications

• Experience owning enterprise accounts with revenue responsibility.
• Ability to sell capabilities early and set achievable expectations.
• Strong understanding of blockchain/Web3, L1s/L2s, and developer ecosystems.

Responsibilities

• Own a portfolio of strategic accounts and be the primary revenue owner.
• Lead onboarding, deployment, performance management, upsell and renewal.
• Run account management framework with Joint Business Plans and KPIs (QBRs).
• Advise partners on ecosystem-building and leverage existing relationships.

Skills

Enterprise accounts

Revenue ownership

Blockchain/Web3 fluency

Stakeholder communication

Commercial negotiations

QBRs & KPIs

Cross-functional collaboration

Ownership mindset

Job description

OP Labs builds Optimism, an open-source blockchain network that powers the next generation of financial infrastructure. Hundreds of companies, from the world's 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. We’re remote-friendly but the NYC office is our center of gravity.

We've raised $178M from a16z, Paradigm, and others. We have our work cut out for us and are looking for exceptional people to join us.

Role And Responsibilities

As the Strategic Accounts Lead, you will own a portfolio of Optimism’s most strategic partners. You will serve as the single-threaded owner for these relationships, accountable for execution, long-term value creation, and measurable strategic and commercial outcomes. Working cross-functionally with Product, Engineering, Legal, and GTM teams, you will align partner needs with Optimism’s roadmap and drive partnership strategy through to delivery.

What are the role responsibilities?

• Own a portfolio of accounts as the primary point of accountability for revenue, execution, and overall partner success. You hold the senior relationships, and escalations come to you.


• Lead the full lifecycle of each account: onboarding, chain deployment, ongoing performance management, upsell, and renewal.


• Run Optimism's account management framework, including Joint Business Plans, clearly defined KPIs, and a structured cross-company operating model (QBRs, recurring CEO-to-CEO touchpoints).


• Act as a trusted advisor to partners building out a comprehensive blockchain ecosystem, leveraging Optimism's relationships and pre-existing deals.


• Coordinate deeply across Product, Engineering, Legal, Data, and GTM to scope work, resolve blockers, and ensure timely, high-quality delivery.


• Identify risk and opportunity signals early, including churn risk, underperforming initiatives, and expansion opportunities, and own the remediation plan.

What skills do you bring?

• Experience owning enterprise accounts against a revenue number.


• Comfort selling things that aren't finished. You'll be taking capabilities to customers ahead of general availability, and you'll need to do it while setting expectations we can actually meet.


• Strong understanding of the blockchain and Web3 landscape, particularly L1s/L2s, infrastructure, and developer ecosystems, with enough technical fluency to work effectively with product and engineering teams.


• Communication and influence with senior stakeholders inside and outside the company, including the ability to shape a partner's ecosystem-building efforts.


• Proven ability to structure and manage complex commercial relationships and negotiations, including incentives, renewals, and performance-based agreements.


• Strong operational discipline: running QBRs, developing Joint Business Plans, managing KPIs, and coordinating cross-functional work.


• High ownership mindset, strong judgment, and comfort operating in a fast-moving, ambiguous environment.

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 remote-friendly with an NYC office where we like to collaborate in person.


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


• Learn more about our interviewing here!