Partnerships Lead, Strategic Accounts

As the Partnerships Lead for Strategic Accounts at OP Labs, you own a portfolio of Optimism's most strategic partners. You 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 align partner needs with Optimism's roadmap and drive partnership strategy through to delivery.

What you'll do

• Own a portfolio of accounts as the primary point of accountability for revenue, execution, and overall partner success, holding senior relationships and owning all escalations
• Lead the full lifecycle of each account, including 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 with quarterly business reviews and 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 you bring

• Experience owning enterprise accounts against a revenue number
• Comfort selling capabilities that aren't finished, taking features to customers ahead of general availability while setting expectations you can actually meet
• Strong understanding of the blockchain and Web3 landscape, particularly Layer 1s, Layer 2s, 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 quarterly business reviews, 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

• Competitive compensation
• Fully paid medical, dental, and vision insurance
• 4% 401K match
• Remote-friendly with an NYC office for in-person collaboration

About OP Labs

OP Labs builds Optimism, an open-source blockchain network powering the next generation of financial infrastructure. Over 65% of Layer 2 activity on Ethereum runs through the OP stack, with hundreds of companies from Sony, Coinbase, Kraken, Uniswap, OKX, and Bitpanda to ambitious early-stage builders using it to launch their own blockchains. OP Labs has raised $178M from a16z, Paradigm, and others.