[Hiring] Institutional Sales Lead @OpenZeppelin

Role Description

As our first dedicated Institutional Sales Lead for the European market, you will be instrumental in executing our go-to-market strategy - from outbound prospecting to deal closure - while laying the foundation for a scalable sales organization. Your responsibilities will include:

• Managing the full sales cycle with financial institutions, from lead generation and prospecting through to contract negotiation and deal closure.
• Leading discovery conversations with key stakeholders - including C-suite executives and internal Solution Architects - to surface client needs and compellingly articulate OpenZeppelin's value proposition.
• Driving regional revenue growth in the region by consistently meeting and exceeding your sales targets.
• Identifying strategic partnerships in your region to generate qualified leads and accelerate deal velocity, then handing off to our Partnerships team at the right moment.
• Staying ahead of rapidly evolving market trends and competitive dynamics to proactively shape outreach and positioning.
• Representing OpenZeppelin at key European and global industry events, conferences, and trade shows to build relationships and uncover new business opportunities.
• Maintaining accurate pipeline forecasts, tracking performance metrics, and continuously refining your sales approach using data-driven insights.

Qualifications

• 6+ years of experience in enterprise or institutional sales, with a proven track record of consistently exceeding revenue targets.
• Deep understanding of Web3, digital assets, and the tokenization landscape; hands-on experience in the crypto industry is a strong plus.
• Based in the CEST timezone - preference for candidates located in London or Switzerland.
• Exceptional communication, negotiation, and relationship-building skills, with the gravitas to engage C-suite and senior decision-makers.
• A well-established network within the financial services or blockchain ecosystem, including founders, executives, and industry leaders.
• A data-driven mindset combined with the creativity and adaptability to thrive in a fast-moving, high-ambiguity environment.
• Demonstrated success working in a remote-first, globally distributed team.
• Bachelor’s degree in business, finance, or a related field.

Requirements

• An existing network spanning TradFi asset managers, hedge funds, market makers, custodians, and financial intermediaries.
• Experience rapidly generating and testing new sales motions ("fail fast") and distilling learnings for both clients and internal stakeholders.
• Strong acumen in GTM engineering or AI-powered sales tooling.
• Technical background or familiarity with smart contract development, particularly in Solidity.
• Fluency in a second European language (French, German is particularly valued).

Benefits

• Company in-person gatherings in different locations around the world 😎
• 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 & Development opportunities 🧠
• Work with a global team in a fast-growing industry 🚀