About the role
We’re looking for an Ecosystem Partnerships Lead to own the full partnership lifecycle at Zama - from identifying and sourcing the right partners, building the rationale and term-sheet with partners, closing the partnership deals, overseeing the integration, and managing the account to deepen the relationship. You’ll work across the blockchain and institutional financial ecosystem, building the distribution partnerships that bring Zama’s confidentiality layer to where capital, users, and flows already exist. This role sits within the Commercial team and works closely with the Institutional GTM team, product, and marketing to ensure partnerships go from signed to live to scaled. What you’ll own: Partnership development Identify, source, and qualify new ecosystem partners across the digital asset infrastructure landscape Lead commercial conversations end-to-end: from first contact through to signed agreements and live integrations Build and manage a healthy, prioritised pipeline across multiple verticals simultaneously Represent Zama externally at industry events, conferences, and in partner meetings Partner growth and account management Own the ongoing relationships with active partners: quarterly check-ins, expansion conversations, and integration deepening Identify co-development opportunities within existing partnerships Work closely with product and engineering to scope joint initiatives and ensure partner needs are fed back into the roadmap Build joint GTM motions with key partners, including co-marketing, co-selling, and bundled offerings Ecosystem strategy and execution Own specific verticals within the ecosystem(custody, exchanges, payments) - develop the strategy for each, identify the right partners, and execute against it Track and report on partnership performance: pipeline coverage, integrations live, partner-sourced revenue Build enablement resources and integration playbooks that make partnerships repeatable and scalable Work cross-functionally to align internal teams around partnership priorities and timelines Stakeholder and internal collaboration Partner closely with the BD and institutional sales team to create coordinated outreach Collaborate with product on integration