Remote OP Labs – Institutional Sales Lead

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

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 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)

Job requirements

• Experience10+ 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

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

• Motivated to rebuild the global financial stack on open, composable rails
• You value results over recognition
• Thrive in collaborative, cross-functional teams but can also move quickly on your own
• Always looking to create scalable impact via product, partnerships, or ecosystems