Technical Sales Lead, Ecosystems

About the role

This role leads the commercial strategy for OpenZeppelin's ecosystem partnerships and developer adoption initiatives across the global blockchain landscape. The individual will drive revenue growth by connecting enterprise clients with the company's foundational smart contract infrastructure and security tooling. Success requires translating complex technical security capabilities into clear business value for diverse stakeholders across the decentralized web. You will manage a team of sales professionals focused on expanding the reach of OpenZeppelin's security and token standard solutions across global markets and driving long-term platform adoption. You will also oversee the development of strategic account plans for high potential blockchain startups and established enterprises.

Key facts

What you'll do

Develop and execute comprehensive strategic sales plans targeting Web3 protocol developers and ecosystem partners across the global blockchain landscape.

Build and maintain strong professional relationships with key engineering leaders at decentralized finance and infrastructure projects throughout the world.

Collaborate closely with product teams to understand the detailed roadmap for OpenZeppelin Contracts and Defender platforms and features.

Identify new market opportunities for token standard adoption and smart contract security services within emerging Web3 industries.

Guide a dedicated team of sales representatives through complex technical sales cycles and multi-stakeholder enterprise negotiations effectively.

Translate the technical benefits of audited smart contracts into compelling business cases for enterprise level clients consistently.

Partner closely with the developer relations team to create detailed sales enablement materials for highly technical audiences and partners.

Track and report on pipeline metrics to forecast revenue and adjust go-to-market strategies accordingly each fiscal quarter.

Represent OpenZeppelin at major industry conferences and virtual events to promote ecosystem security standards and company values.

Oversee the integration of customer feedback into product development priorities for the OpenZeppelin platform and related services.

Requirements

A Bachelor's degree in computer science or a related technical field is strictly required for this position.

A minimum of five years of hands-on experience in technical sales or enterprise software development is necessary.

A deep understanding of blockchain technology and smart contract architecture is essential for success in this role.

A proven track record of managing and closing complex deals with developers and infrastructure providers is required.

Strong ability to communicate effectively with engineering teams and translate their technical needs into clear business terms.

Prior experience leading high performing sales teams and driving quota attainment across multiple geographic regions is vital.

Familiarity with token standards such as ERC-20 and ERC-721 is a mandatory requirement for all applicants.

Demonstrated success in building and scaling go-to-market strategies for developer focused products and technical platforms is required.

Nice to have

Prior experience working specifically within the decentralized finance or Web3 ecosystem is highly valued by our team.

Background in security auditing or formal verification processes for smart contract code is a significant advantage.

Familiarity with the OpenZeppelin Defender product suite and its practical application in production environments is preferred.

Prior experience managing sales pipelines for open source software and developer tool companies is a major plus.

Skills & tools

Proficiency in Solidity and the Ethereum Virtual Machine for evaluating smart contract security and overall performance.

Expertise in using customer relationship management platforms to track enterprise sales opportunities and overall pipeline health.

Strong analytical skills for interpreting market data and optimizing sales funnel performance across the entire organization.

Excellent written and verbal communication skills for presenting technical concepts to non-technical buyers and external stakeholders.

Ability to navigate decentralized governance structures and engage effectively with protocol treasury managers and community leaders.

Competence with standard office productivity suites and virtual collaboration software for successful remote work environments daily.

Practical notes

This is a fully remote position allowing you to work from any location globally without a fixed office.

The role requires occasional travel to attend industry conferences and meet with key strategic partners in person regularly.

Candidates must be fully authorized to work in their respective country without requiring company sponsorship for employment.

The hiring process includes multiple technical and cultural interviews with the sales leadership team to thoroughly assess fit.