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Enterprise Sales Lead, Japan

Oplabs
Full-time
Hybrid
Worldwide

We are looking for an entrepreneurial and highly strategic Enterprise Sales Lead to drive Optimism’s adoption in Japan. This role will own the identification, execution, and scaling of high-impact partnerships with leading Japanese institutions, playing a critical role in advancing Optimism’s long-term growth strategy.

This role combines strategic leadership with hands-on execution. You will work closely with Optimism’s leadership, product, marketing, and partner engineering teams to help define and deliver new on-chain financial primitives, and bring them to market through deep, long-term partnerships with Japan’s most ambitious builders. 

**This role must be based in Japan.**

What are the role responsibilities?

  1. Own and execute strategy
  2. Define and lead Optimism’s strategy for Japan end-to-end - act like a General Manager
  3. Identify high-leverage market entry points (e.g., stablecoin corridors, asset tokenization, embedded finance use cases, B2B/B2C rails)
  4. Translate protocol capabilities into compelling, business-relevant narratives tailored to Japanese institutional requirements
  5. Originate and close deals
  6. Source, structure, and close high-impact partnerships
  7. Drive adoption of onchain wallets, stablecoins, and embedded finance SDK.
  8. Negotiate complex commercial agreements involving multiple stakeholders
  9. Drive product alignment
  10. Collaborate closely with product, engineering, and partner teams to ensure successful integration and onboarding
  11. Channel market feedback to influence roadmap decisions (e.g., compliance features, wallet UX, account abstraction)
  12. Shape internal Optimism offerings (e.g., SDKs, liquidity support, ecosystem programs) to better meet partner needs
  13. Lead externally
  14. Represent Optimism at industry events, conferences, and global forums
  15. Publish thought leadership on programmable money, composable compliance, and the future of financial infrastructure
  16. Build and maintain strong relationships with ecosystem players (wallets, stablecoin issuers, banking-as-a-service providers)

What skills do you bring?

  1. Experience
  2. 10+ years of experience in business development, partnerships, or corporate development—ideally in Web3 or financial infrastructure
  3. Proven track record of closing and scaling complex deals with payment platforms, neobanks, custodians, or embedded finance providers
  4. Deep understanding of fintech infrastructure: wallets, custody, card issuing, stablecoins, compliance tooling, and developer platforms
  5. Familiarity with crypto infrastructure—especially Ethereum, Layer 2s, and wallet abstraction concepts
  6. Skills & Approach
  7. Sharp strategic thinker who can map fragmented fintech value chains and craft compelling BD theses
  8. Independent deal-closer who’s comfortable interfacing with C-level stakeholders and navigating multi-party partnerships
  9. High agency operator who can build 0→1 partnerships, GTM strategies, and partner programs with minimal oversight
  10. Strong communicator who can translate between business, technical, and ecosystem stakeholders across varying levels of crypto fluency
  11. Comfortable navigating ambiguity in a fast-moving, frontier market and iterating quickly based on learnings
  12. Culture & Mindset
  13. Deeply mission-aligned—motivated to rebuild the global financial stack on open, composable rails
  14. Low-ego and execution-oriented; you value results over recognition
  15. Thrive in collaborative, cross-functional teams but can also move quickly on your own
  16. Obsessed with leverage—always looking to create scalable impact via product, partnerships, or ecosystems