Head of Enterprise

About the role

This Head of Enterprise role focuses on defining and executing the commercial strategy for Offchain Labs' blockchain platform. The work involves identifying potential revenue streams, developing growth and go-to-market strategies, and establishing success metrics. A key aspect is building partnerships within the Arbitrum and broader Ethereum ecosystems to expand the platform's reach and impact.

The position requires a strong customer focus, working directly with users to shape product development and acting as a stakeholder in sales and business development. Success means ensuring that all platform offerings meet high standards for security, performance, and ease-of-use. This includes collaborating closely with product teams to integrate customer needs and feature requests, prioritizing development based on active negotiations and customer importance.

Leadership and cross-functional coordination are central to this role. The Head of Enterprise will build and manage a team, including product and design functions, while working with engineering leads. The role also involves coordinating with legal, compliance, security, marketing, and partnerships teams, managing team KPIs and budgets, and reporting progress to company leadership.

The annual salary for this Head of Enterprise role is listed between $138,000 and $260,000 USD.

Skills that matter here

• Strategic and Commercial Acumen: This role requires a visionary mindset to align product strategy with company goals and use data for decision-making, including defining OKRs and identifying market opportunities.
• Enterprise Commercial & Deal Leadership: The position demands a proven ability to acquire, negotiate, and close complex enterprise deals, managing the entire customer lifecycle from initial contact to long-term expansion.
• Domain Expertise: Deep knowledge of digital wallets, payments, or Web3 products is essential, with experience in consumer fintech or crypto being a core requirement.
• Leadership & Execution Skills: The role involves recruiting and building diverse teams, prioritizing effectively in a fast-paced environment, and communicating vision and strategy to both internal and external stakeholders.

Who this role suits

• You are a strategic thinker who can translate market opportunities into actionable commercial plans.
• You thrive in a leadership position, capable of building and guiding teams while navigating complex cross-functional relationships.
• You have a strong background in closing significant enterprise deals and managing customer relationships.
• You possess deep knowledge of the Web3 or fintech landscape and are passionate about decentralized systems.

From the employer

Commercial Strategy Responsibilities:

• Develop the commercial strategy (e.g. potential revenue streams, growth and go-to-market strategies) and success metrics for our platform offering.
• Forge partnerships within the Arbitrum and broader Ethereum ecosystem to drive impact across our products.
• Represent the product(s) externally as a thought leader – evangelizing our offering at industry events, and with key partners or early adopters, to drive adoption and trust.

Customer Focus & Product Excellence:

• Maintain a razor sharp focus on delivering value to teams building onchain applications.
• Work directly with our users and customers to shape industry-leading products, and serve as a key stakeholder in the sales and business development process.
• Ensure that everything we ship as part of our platform offering is class-leading with no compromises on security, performance, or ease-of-use.

Product Collaboration:

• Work closely with product teams to ensure the needs and feature requests of both existing and prospective customers are incorporated throughout the platform’s development.
• Provide product teams with deal-driven insights and timelines, helping prioritize features based on customer importance and active negotiations.

Cross-Functional Management:

• Build and lead a high-performing organization including product and design teams; coordinating closely with engineering leads.
• Coordinate cross-functionally with Legal/Compliance (to navigate evolving crypto regulations), Security, Marketing, and Partnerships.
• Manage the Platform team’s KPIs and budgets, and communicate progress to OCL leadership.

Who You Are:

• Strategic and Commercial Acumen: Visionary mindset to shape product strategy aligned with company goals, paired with data-driven decision-making. Understands product metrics, growth funnels, and can define OKRs. Business savvy to identify market opportunities.
• Enterprise Commercial & Deal Leadership: Proven ability to acquire, negotiate, and close complex enterprise and commercial deals, owning the full customer lifecycle from initial engagement through contract execution, onboarding, and long-term expansion.
• Domain Expertise: Deep knowledge of digital wallets, payments, or Web3 products. Experience in consumer fintech (digital banking, payment apps, etc.) or crypto is required – mixed Web2/Web3 experience is a plus.
• Leadership & Execution Skills: Strong people leader able to recruit and build a diverse team. Excellent project management skills with the ability to prioritize effectively in a fast-paced, ambiguous environment. Exceptional communication skills to articulate vision and strategy to both internal teams and external partners/users.

Perks:

• Remote-first global workforce + NY office
• Annual company offsite + team onsites
• Professional reimbursement program (facilitates industry conference attendance, certifications, and more)
• Medical, dental & vision coverage (US + some other countries)
• 401k retirement plan + company match (US only)
• Wellness stipend
• Home office set up / ergonomic equipment program.