Partnerships Lead, Strategic Accounts
OP Labs · New York City
OP Labs builds Optimism, a 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. The NYC office is our center of gravity, and we have a strong preference for people who can join us there on a hybrid schedule. 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 we offer
Health, fully covered. OP Labs pays 100% of your health insurance premiums, with a range of medical, dental, and vision plans to choose from.
401(k) with a 4% company match.
$2,000 annual wellness stipend, to spend on whatever keeps you healthy and energized.
$1,000 WFH setup stipend and $1,000 learning budget
Competitive compensation, including performance bonus and token grants — you share in the growth of what we're building together.
Flexible time off. No fixed allotment. Take what you need.
14 paid holidays, plus two Collective Pause weeks each year — the first week of July and the week between Christmas and New Year, when the whole company steps back at once.
Four-week sabbatical after three years, three of them paid, with your equity and tokens vesting throughout.
New York hybrid, or location-flexible (team dependent). Commercial and growth teams work from our SoHo office three days a week; engineering and technical roles are location-flexible.
We get together in person. Every team carries a travel budget so remote teammates can join us in New York, and we bring the whole company together at offsites twice a year.
We are aware of fraudulent individuals falsely claiming to represent OP Labs in recruitment activities.
Please note:
All official communication will come from an @oplabs.co email address, or from a verified LinkedIn profile.
We will never ask for payment, banking information, or personal identification details at any stage of our hiring process.
All current openings are listed exclusively on our official careers page and linked from our verified social profiles.
If you’re ever unsure about a communication that claims to be from OP Labs, please contact us directly at people@oplabs.co to verify authenticity.
Your safety and trust are very important to us. Thank you for helping us prevent fraud.
More jobs at OP Labs · Sales & Business Development jobs in New York