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