Partnerships Lead, Strategic Accounts
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 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! https://oplabs.notion.site/Interviewing-at-OP-26cf153ee1628080ab4fd1ddca5b5998