OP Labs is the team building the technology behind Optimism, the leading blockchain infrastructure provider powering 65% of all Layer 2 transactions. Our open-source OP Stack enables developers and enterprises to launch scalable, secure, and customizable onchain networks with ease. Backed by a16z, Paradigm, and others, OP Labs has raised over $350M to drive the next generation of onchain innovation.
Role and Responsibilities
As VP of Enterprise Sales, you will own and scale our enterprise revenue sales strategy. You’ll lead a growing team of enterprise sales leads, drive new business development in key verticals, refine our GTM approach, and partner with product, marketing, and leadership to land our most strategic customer relationships.
You’ll be expected to deeply understand the enterprise buyer journey in the fintech, centralized exchange, payments, and institutions verticals, and convert complex crypto technology into compelling business value tailored to these verticals.
What are the role responsibilities?
Sales Strategy & Execution
Define and execute a high-impact enterprise sales strategy aligned with Optimisms verticals and goals.
Partner closely with product to develop value propositions for these verticals and tailor the sales pitch.
Own and optimize the end-to-end sales funnel, from pipeline generation through deal closing and onboarding.
Enterprise Relationship Development
Cultivate executive-level relationships with decision-makers at fintechs, centralized exchanges, payment networks, and institutional customers on our target account list.
Lead commercial negotiations of large, strategic enterprise deals in close partnership with legal and finance teams.
Team Leadership
Recruit, develop, and scale a world-class enterprise sales team.
Set clear performance goals, mentor sales leads, and foster a high-performance, data-driven sales culture.
Collaborate with Sales Ops to implement tools and processes that improve productivity and forecasting accuracy.
Cross-Functional Leadership
Work closely with Product and Engineering to align solutions with customer needs and influence product roadmap.
Partner with Marketing on account-based strategies, demand gen campaigns, and messaging refinement.
Provide the leadership team with real-time market feedback to inform overall company strategy.
What skills do you bring?
15+ years of enterprise sales leadership experience, ideally sell infrastructure to enterprises in a fast-paced tech or crypto startups
Demonstrated success in selling complex infrastructure or platform solutions to enterprise buyers in at least two of the following: fintech, payments, exchanges, or institutional finance
A commitment to deeply understanding Web3/crypto infrastructure, digital assets, custody, compliance, and blockchain APIs
Proven track record of closing $1m ARR deals and managing multi-million dollar sales pipelines.
Experience scaling an enterprise sales org from early-stage through growth, including hiring, playbooks, and process development.
Strong executive presence with the ability to influence C-suite stakeholders internally and externally
Metrics-driven mindset with mastery of tools like Salesforce, HubSpot, or similar CRM
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 fully remote, deeply engaged, highly skilled, and like to have fun.
We think long-term. Our founders have been scaling Ethereum since 2015.
Learn more about our interviewing here!
Top Skills
What We Do
Everybody and their mother working on blockchains loves the word “decentralization”. On a broad, world-changing scale, we can all agree that it’s important. Yet, when we zoom into the specifics of how to build this decentralized world, we find many diverse approaches. Whether it’s defi, identity, art, healthcare, or anything in between, a single dependency unites each dream for the future: scalability.
We at OP Labs are building the critical infrastructure to address this need -- a protocol called Optimism -- an extension to Ethereum that scales both its technology and philosophy and enables orders of magnitude more performance. Ethereum will enable the greatest change in human coordination since the birth of the internet, and through the Optimism protocol, OP Labs is here to help bring it to the masses.
Join a team that is passionate about solving complex problems by exploring (and/or expanding) the boundaries of technology! We are a remote first company with local hubs where teams can co-work IRL, when safely able to do so. We aim to grow quickly, so come help us build! :-)
