Partnerships Lead, Strategic Accounts

The financial system still runs on infrastructure built for a different era. Slow settlement, extractive middlemen, economics you don't control. OP Labs is the team changing that.

We build the technology behind Optimism — the infrastructure already powering 65% of all Layer 2 activity on Ethereum. Our open-source OP Stack lets developers and enterprises launch their own scalable, secure, customizable onchain networks. Through OP Enterprise, we give companies fully managed blockchain infrastructure — their chain, their revenue, their rules. Through OP Mainnet, we run the most battle-tested public network in the ecosystem, where the hardest problems get solved first.

Sony did it. Kraken did it. OKX did it. 50+ enterprises in production and counting.

Backed by a16z, Paradigm, and others, we've raised over $175M. The next generation of financial infrastructure is being built here. Come build it with us.

Role and Responsibilities

As the Strategic Accounts Lead, you will own a small portfolio of Optimism’s most strategic OP Stack chain 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 T1 accounts serving as the primary point of accountability for relationship health, execution quality, and long-term impact.

• Develop and execute long-term account strategies and Joint Business Plans (JBPs) for each partner, aligned with Optimism’s product roadmap, ecosystem priorities, and revenue goals.

• Lead the full lifecycle of each account, including onboarding, integration delivery, go-live readiness, ongoing performance management, renewal, and expansion.

• Drive measurable revenue outcomes, using clearly defined KPIs, regular QBRs, and data-driven prioritization.

• Coordinate deeply across Product, Engineering, Legal, Data, and GTM teams to scope work, resolve blockers, manage trade-offs, and ensure timely, high-quality delivery.

• Act as the executive-level relationship owner, building trust with senior partner stakeholders, managing escalations, and navigating organizational complexity when required.

• Proactively identify risk and opportunity signals within your accounts, including churn risk, underperforming initiatives, or expansion opportunities, and take ownership of remediation plans.

What skills do you bring?

• Demonstrated experience owning strategic accounts end-to-end, including onboarding, execution, renewal, and expansion.

• 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.

• Proven ability to structure and manage complex commercial relationships, including incentives, renewals, and performance-based agreements.

• Strong operational discipline: experience running QBRs, managing KPIs, coordinating cross-functional work, and driving execution under ambiguity.

• Excellent communication and stakeholder management skills, with the ability to influence senior internal and external partners.

• High ownership mindset, strong judgment, and comfort operating in a fast-moving, ambiguous environment.

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 remote-friendly with an NYC office where we like to collaborate in person.

• We think long-term. Our founders have been scaling Ethereum since 2015.

• Learn more about our interviewing here!

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Please note:

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