Lead Institutional Sales - Europe

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 Financial Institutions Team The Financial Institutions team at OpenZeppelin drives the adoption of security solutions for financial institutions moving onchain. As tokenization and digital assets gain momentum, we partner with the world's largest institutions to deliver industry-leading security audits and battle-tested open-source smart contract libraries. Our mission is to generate revenue through best-in-class security services while building innovative solutions for a rapidly evolving market. We operate cross-functionally with Pre-Sales, Partnerships, Ecosystem, Project Delivery, and Legal to ensure a seamless go-to-market strategy and flawless execution. What you'll be doing 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. Applying a consultative, solution-selling approach to diagnose complex institutional challenges and map them to tailored OpenZeppelin security offerings that demonstrate clear business value. 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. You have 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. Nice to have 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). Logistics: This interview process consists of the following stages: Recruiter Interview (30-45 minutes) Hiring Manager Interview (45 minutes) Team Interview (30 minutes) Leadership Interview (30 minutes) Paid work trial (lasting up to 10 days) Reference checks Please let us know if you require any accommodations for the interview process, and we'll do our best to provide assistance. 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].