Senior Technical Sales Lead, Ecosystems at OpenZeppelin

About OpenZeppelin

OpenZeppelin is the security standard that onchain finance is built on. Founded in 2015, the mission is to accelerate the world's transition to an open financial system, built on open standards and secured by rigorous research. The 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. The company combines AI native security tooling with deep research and a decade of audit expertise to support leading institutions and crypto native teams shaping the next generation of digital assets, including DTCC, Fidelity, Coinbase, Uniswap, Aave, and the Ethereum Foundation.

The Ecosystems Team

OpenZeppelin's libraries and standards are the trusted foundation of onchain development across Ethereum, Stellar, Canton and beyond, powering the majority of the world's most valuable protocols and a new generation of institutional grade financial infrastructure. The Ecosystems team builds the long term partnerships behind that position, working directly with L1 and L2 foundations, protocol teams and technology providers on security audits, secure development, reference implementations and strategic open source programs that help entire ecosystems grow securely. As tokenization and institutional adoption accelerate, the team sits at the center of some of the most consequential projects in the industry.

This role reports to the Ecosystem Development Lead and works alongside senior sellers, the CTO office, and the solutions and delivery teams.

What You Will Be Doing

You will own a portfolio of ecosystem accounts and be responsible for growing it. This is a senior, full cycle sales role for someone technical enough to lead discovery and scoping conversations with CTOs and core developers directly. You will deepen relationships with some of the most important foundations and protocol teams in the industry, and open doors to new ones.

• 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 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 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 the 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: understanding of 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.

Interview Process

The interview process takes place on Zoom and typically consists of the following stages:

• Recruiter Call (30 minutes)
• Hiring Manager Call (60 minutes)
• Team Interview (45 minutes)
• Leadership Interview (30 minutes)
• Paid work test (up to 20 paid hours of work)
• Reference checks

Benefits

• Meet your teammates at company gatherings around the world
• Enjoy the flexibility of fully remote work
• Take the time you need with flexible time off
• Grow your family with 8 weeks of paid leave for primary caregivers, 4 weeks for secondary caregivers, and a one time $3,600 baby bonus
• Build your ideal home office with up to $500 in equipment support
• Stay covered with medical insurance
• Keep growing with learning and development opportunities
• Get a monthly stipend for your preferred co-working space

OpenZeppelin is an equal opportunity employer and values different perspectives. The company is committed to building a diverse workforce, including but not limited to gender, race, sexual orientation, religion, national origin and other characteristics that make each person unique.

Use Of AI In The Recruiting Process

As part of the recruitment process, automated tools, including artificial intelligence, may be used to assist in reviewing applications and assessing candidate qualifications. These tools support the People team by identifying relevant skills and experience and are not used to make decisions solely by automated means. All hiring decisions involve human review. Any personal data provided as part of an application will be processed in accordance with OpenZeppelin's Data Privacy Notice. For questions about the recruitment process or to request human review of an application, contact [email protected].