OP Labs contributes to the Optimism protocol, an extension to Ethereum that scales both its technology and values. Optimism enables orders of magnitude of improved performance and scalability to Ethereum while doubling down on its commitment to public goods.
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
