Technical Sales Lead, Ecosystems

About us OpenZeppelin is the security standard onchain finance is built on. Founded in 2015, our mission is to accelerate the world’s transition to an open financial system, built on open standards and secured by rigorous research. Our 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. We combine 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 like DTCC, Fidelity, Coinbase, Uniswap, Aave, the Ethereum Foundation, and many more across the full secure development lifecycle. Please note: Always refer to OpenZeppelin’s official job page for the most accurate information about our open roles, as we have seen multiple third party job sites posting inaccurate information. 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: we work 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. You will report to our Ecosystem Development Lead and work alongside senior sellers, our CTO office, and our solutions and delivery teams. What you’ll 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 who is 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 your customers’ roadmaps and identifying opportunities early. Partner with our CTO office and solutions teams on strategic proposals, and help shape the institutional-grade solutions emerging from our largest partnerships. Represent OpenZeppelin at ecosystem conferences, technical workshops and community events worldwide. You have 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 (Dune, Nansen, block explorers). Logistics: Our interview process takes place on Zoom and tends to consist 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 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 🚀 At OpenZeppelin , we are an equal opportunity employer and we value different perspectives. We are committed to building a diverse workforce. This includes but is not limited to gender, race, sexual orientation, religion, national origin and other characteristics that make each one of us unique. In this uniqueness, we find the most value. Come join us! Use of AI as part of the recruiting process As part of OpenZeppelin’s recruitment process, we may use automated tools, including artificial intelligence, to assist in reviewing applications and assessing candidate qualifications. These tools are used to support our 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 your application will be processed in accordance with OpenZeppelin’s Data Privacy Notice. If you have questions about this recruitment process or would like to request human review of your application, please contact us at [email protected].