Partnerships Lead, Strategic Accounts
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 $175M to drive the next generation of onchain innovation.
Role and Responsibilities
As the Strategic Accounts Lead, you will own a small portfolio of Optimism’s most strategic Superchain 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 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!
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