Senior Institutional Sales - US

The Financial Institutions Team

The Financial Institutions Team at OpenZeppelin accelerates the adoption of security solutions for financial institutions moving on chain. As tokenization and digital assets gain momentum, we support the world’s largest institutions with industry-leading security audits and open-source smart contract libraries.

Our focus is on driving revenue through security services while developing innovative solutions for a rapidly evolving market. This includes forming strategic alliances with Web3 partners and traditional institutions, and creating battle-tested open-source tooling with the internal ecosystem development team.

We operate cross-functionally with Sales, Ecosystem, Project Delivery, and Legal to ensure a seamless go-to-market strategy and execution.

What you'll be doing

As the first dedicated Institutional Sales hire for the US market, you will be instrumental in executing our go-to-market strategy - from outbound prospecting to closing deals - while laying the groundwork for scaling our sales organization. Your responsibilities will include:

• Managing the full sales cycle with financial institutions, from lead generation and prospecting to contract negotiation and deal closure.
• Leading discovery conversations with key stakeholders, including C-level executives, to understand client needs and effectively communicate OpenZeppelin’s value proposition.
• Driving revenue growth in the region by consistently meeting and exceeding your sales targets.
• Building and advancing strategic partnerships in your region to generate leads and execute joint go-to-market initiatives.
• Staying informed on rapidly evolving market trends and competitive dynamics to proactively shape outreach and guide opportunities.
• Representing OpenZeppelin at key industry events, conferences, and trade shows to build relationships and uncover new business opportunities.
• Maintaining accurate pipeline forecasts, tracking performance, and refining your sales approach using data-driven insights.

You have

• 5+ years of experience in enterprise sales with a proven track record of consistently exceeding revenue targets.
• Strong understanding of Web3 and digital assets; direct experience in crypto is a plus.
• Excellent communication, negotiation, and relationship-building skills.
• A well-established network in the blockchain ecosystem, including founders and industry leaders.
• Data-driven mindset with creativity and adaptability to thrive in a fast-paced environment.
• Proven success working in a remote-first, globally distributed team.
• Bachelor’s degree in business, finance, or a related field.
• Residency in the NYC time zone.

Nice to have

• Strong network of TradFi asset managers, hedge funds, market makers, and intermediaries.
• Experience generating and testing new ideas quickly (“fail fast”) and distilling insights for both clients and internal stakeholders.
• Technical background or familiarity with smart contract development, especially in Solidity.

Logistics:

Our interview process takes place on Zoom and tends to consist of the following stages:

• Recruiter Interview (30 mins)
• Hiring Manager Interview (45 mins)
• Team Interview (30 mins)
• Leadership Interview (45 mins)
• Paid work trial
• Reference checks