Remote OP Labs – Institutional Sales Lead

GrabJobs; Mesa (AZ); Hybrid; USD 120,000 - 220,000; Full time

Job summary

OP Labs, builder of Optimism, seeks a Sales Lead to drive adoption among the world’s largest financial institutions. You’ll identify, secure, and expand high-impact partnerships, collaborating with leadership, product, marketing, and partnerships to bring onchain primitives to market with ambitious traditional finance players.

This role blends strategic thinking with execution, requires a proven enterprise-sales track record, deep fintech and crypto infrastructure knowledge, and comfort engaging

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

• Define and lead Optimism’s strategy for institutions end-to-end.
• Originate and close high-impact partnerships with institutions.
• Drive product alignment with product, engineering, and partner teams to ensure successful integration and onboarding.
• Represent Optimism at industry events, institutions conferences, and global policy forums.
• Build and maintain strong relationships with ecosystem players (wallets, stablecoin issuers, banking-as-a-service providers, L2s).

Skills

Enterprise sales

C-level engagement

BD strategy

Crypto/fintech knowledge

Partnership development

Job description

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.

About the Role

We’re looking for a Sales Lead to drive Optimism’s adoption among the world’s largest financial institutions. You’ll identify, secure, and expand the high-impact partnerships central to our growth strategy.

The role is both strategic and executional. You’ll work directly with Optimism leadership, product, marketing, and partnerships to shape new financial primitives that are only possible onchain, and bring them to market with the most ambitious builders in traditional finance.

What are the role responsibilities?

Own and execute strategyDefine and lead Optimism’s strategy for institutions end-to-end. Act like a GMIdentify 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-makersOriginate and close dealsSource, structure, and close high-impact partnerships with institutionsDrive product alignmentCollaborate closely with product, engineering, and partner teams to ensure successful integration and onboardingChannel 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 needsLead externallyRepresent Optimism at industry events, institutions conferences, and global policy forumsPublish thought leadership on programmable money, composable compliance, and the future of payments infrastructureBuild and maintain strong relationships with ecosystem players (wallets, stablecoin issuers, banking-as-a-service providers, L2s)

Job requirements

Experience10+ years of experience in enterprise salesProven track record of closing and scaling complex deals with institutional clientsDeep understanding of fintech infrastructure: wallets, custody, card issuing, stablecoins, compliance tooling, and developer platformsFamiliarity with crypto infrastructure with a focus on Ethereum, Layer 2s, and wallet abstraction concepts

Skills & Approach

Sharp strategic thinker who can map fragmented fintech value chains and craft compelling BD thesesIndependent deal-closer who’s comfortable interfacing with C-level stakeholders and navigating multi-party partnershipsHigh agency operator who can build 0-1 partnerships, GTM strategies, and partner programs with minimal oversightStrong communicator who can translate between business, technical, and ecosystem stakeholders across varying levels of crypto fluencyComfortable navigating ambiguity in a fast-moving, frontier market and iterating quickly based on learnings

Culture & Mindset

Motivated to rebuild the global financial stack on open, composable railsYou value results over recognitionThrive in collaborative, cross-functional teams but can also move quickly on your ownAlways looking to create scalable impact via product, partnerships, or ecosystems