Head of Partnerships & Solutions Architecture

Proven leadership experience in solutions architecture, product strategy, or partnership development. Strong track record of revenue achievement and sales success, including closing or having been a solutions architect supporting $10M+ in enterprise deals annually. Building or helping build pipelines that consistently exceed quarterly targets. Demonstrated ability to expand accounts and drive recurring revenue. Strong technical expertise in Ethereum, Solidity, and blockchain infrastructure, with a deep understanding of security and standards. Experience working directly with enterprises, fintechs, crypto-native platforms, and technology providers to design and deliver impactful solutions. The ability to simplify complex technical concepts for executives while inspiring engineers with collaborative opportunities. A builder’s mindset: you’re comfortable experimenting, prototyping, and iterating quickly with partners. Passion for shaping not just solutions, but the future of financial technology through partnerships.

Drive partnerships with clients and providers to explore financial institution use cases in tokenization, DeFi, and digital assets, turning joint ideas into prototypes and real-world solutions. Deliver revenue growth through partnerships, expanding existing sales pipeline to deliver 20% YoY growth in partnership-related revenue. Drive net new incremental revenue for the sales team through partnerships (e.g., 3M+ in partnership-driven sales). Secure at least 3–5 new strategic partnerships per year with fintechs, crypto-native platforms, and technology solution providers. Coordinate and work with internal product and services team to design and deliver 10+ Proofs of Concept (PoCs) annually, showcasing secure smart contract applications in a partnership-driven model. Represent OpenZeppelin at 10+ industry events annually, positioning us as the go-to partner for secure blockchain adoption. Travel up to 40% required. Active participant/contributor to associations and organizations like: Linux Foundation Decentralized Trust, ERC3643, Vault Foundation, Confidential Token Association. Translate client challenges and ecosystem trends into product opportunities, influencing what our product team builds next. Advise and mentor solutions architects across the sales organization. Operate with a startup mindset – test collaborative ideas, learn quickly, and pivot based on feedback from customers and partners.