Head of Enterprise

What You’ll Do

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.
• As a business unit leader, 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.
• Experience defining go-to-market strategies and driving user growth/engagement metrics is important.

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.
• Experienced in managing strategic accounts, growing revenue through renewals, upsell, and cross-sell, and building trusted executive relationships to expand platform adoption over time.

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.
• Familiarity with blockchain tech, Ethereum ecosystem, and self-custody wallets is highly desirable, or a strong ability to learn these quickly.

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.
• Has led cross-functional teams and can coordinate between technical, creative, and business stakeholders.
• Exceptional communication skills to articulate vision and strategy to both internal teams and external partners/users.

What You’ll Need

• 12+ years of experience in commercial leadership, enterprise sales business development, product strategy, or general management roles.
• Proven Experience owning and scaling enterprise/ commercial revenue streams and go-to-market strategies.
• Track record of acquiring, negotiating, and closing complex enterprise and commercial deals.
• Experience managing strategic accounts, renewals, expansions, upsell, and cross-sell motions.
• Experience leading cross functional teams across Product, Engineering, Marketing, Legal/ Compliance, and Partnerships.
• Strong Background in fintech, payments, digital wallets crypto or blockchain platforms (mixed web2/ web3 experience is preferred).
• Demonstrated ability to operate in technically complex, fast-moving product environments.
• Experience building leading and scaling high-performing teams.
• Strong commercial, analytical and data-driven decision-making skills.
• Executive-level communication and stakeholder management experience.