Strategic Partnerships Dealmaker, Walrus

As a Senior Partnerships Dealmaker at Mysten Labs, you drive adoption of Walrus across the AI ecosystem. You're a frontline player working closely with the Head of Partnerships to identify the right partners, structure complex deals, and get them closed. You develop deep expertise on Walrus, target markets, and how technology impacts partners.

What you'll do

• Identify, engage, and build relationships with hyperscalers, data platforms, AI builders, agentic-framework companies, data and compute vendors, and standards bodies that matter most to Walrus's position in the market
• Build and manage a pipeline of high-leverage opportunities including marketplace listings, platform integrations, co-marketing, and standard-setting initiatives
• Get Walrus Memory listed and ranked as a top memory provider where AI builders shop for infrastructure
• Broker relationships needed to shape emerging standards so Walrus is designed in from the start as a viable solution for agentic workflows
• Identify critical external data points that help leadership develop cohesive strategy across Partnerships, Product, and Marketing
• Lead intricate negotiations and contract discussions, ensuring terms are mutually advantageous and aligned with strategic objectives of both parties
• Collaborate cross-functionally with internal stakeholders to see deals from signing through integration and beyond

What you bring

• 7-10+ years in strategic partnerships, platform/ecosystem alliances, or corporate/business development at a data infrastructure, AI, or enterprise software company
• A proven track record of closing deals with large platforms or enterprises where you navigated multiple stakeholders and the deal wasn't a simple sale
• Technical curiosity, able to understand complex technical models, architectures, and agentic workflows
• A strong, proven track record of constructing business relationships that don't follow a template
• Passion for decentralizing data infrastructure and its impact on the digital experience
• Curiosity about Web3 and decentralized infrastructure, with the ability to get fluent quickly
• High ethical standards
• Appreciation for direct communication
• Ability to pivot on the fly and thrive in a dynamic, non-routine environment
• Ability to travel 20% or more of the time, often internationally

Nice to have

• Prior crypto or Web3 experience

What we offer

• Remote-first work across the world

About Mysten Labs

Mysten Labs creates foundational infrastructure to accelerate adoption of decentralized protocols based on blockchain technologies. The company raised a $300M Series B from top-tier venture funds including Jump Crypto, Andreessen Horowitz, Binance Labs, Redpoint, Lightspeed, Coinbase Ventures, and others.