Technical Sales Lead, Ecosystems

As a Technical Sales Lead for Ecosystems at OpenZeppelin, you own a portfolio of ecosystem accounts and grow it through renewals, expansion, and multi-year partnerships. You lead full-cycle sales for the Ecosystems team, which builds long-term partnerships with L1 and L2 foundations, protocol teams, and technology providers on security audits, secure development, reference implementations, and strategic open-source programs. You report to the Ecosystem Development Lead and work alongside senior sellers, the CTO office, and solutions and delivery teams.

What you'll do

• Own and grow a portfolio of ecosystem accounts (L1/L2 foundations, protocol teams, infrastructure providers) through renewals, expansion into new services, and multi-year partnerships.
• Win new business through targeted, research-driven outreach to foundations and protocol teams, typically on six to seven-figure engagements.
• Lead the full sales cycle, including technical discovery: scoping security audits, secure development engagements and open-source partnership programs, and translating protocol roadmaps into compelling proposals.
• Build and maintain strategic account plans for your portfolio, staying close to your customers' roadmaps and identifying opportunities early.
• Partner with the CTO office and solutions teams on strategic proposals, and help shape the institutional-grade solutions emerging from your largest partnerships.
• Represent OpenZeppelin at ecosystem conferences, technical workshops and community events worldwide.

What you bring

• 6+ years in sales or commercial roles, including 3+ years owning and exceeding revenue targets for technical products or services (Web3, security, developer tooling, or infrastructure).
• A track record of closing six and seven-figure deals with blockchain foundations, protocol teams, or technology companies.
• Real technical fluency: you understand smart contract development, EVM architecture and blockchain infrastructure well enough to lead technical conversations, read documentation and EIPs/ERCs, and earn credibility with engineering audiences.
• Full-cycle ownership: you prospect, qualify, propose, negotiate and close, and you run your pipeline with discipline.
• An established network across blockchain ecosystems, foundations and protocol teams.
• Excellent proposal writing and communication skills.

Nice to have

• A background as a developer, solutions engineer or security researcher before moving into sales.
• Experience selling security audits or security services.
• Familiarity with ecosystem funding mechanics: foundation budgets, grant programs, treasury-funded partnerships.
• Exposure to financial institutions, tokenization or RWA projects.
• Experience with onchain analytics tools such as Dune, Nansen, or block explorers.

What we offer

• Fully remote work
• Flexible time off
• Paid parental leave
• One-time work-from-home equipment stipend of up to $500 USD
• Medical insurance coverage
• Learning and development opportunities
• Company in-person gatherings in different locations around the world

About OpenZeppelin

OpenZeppelin is the security standard onchain finance is built on. Founded in 2015, the company combines AI-native security tooling with deep research and a decade of audit expertise to support leading institutions and crypto-native teams. OpenZeppelin's open-source Contract Libraries have facilitated over $35 trillion in onchain value and are used by 10 of the top 10 tokenized money market funds and 9 of the top 10 stablecoins by market cap.