Ecosystem Partnerships Lead

# Ecosystem Partnerships Lead## About

Zama is an open source cryptography company building state-of-the-art Fully Homomorphic Encryption (FHE) solutions for blockchain.

Zama was founded by Pascal Paillier, a pioneer in FHE, and Rand Hindi, a serial privacy entrepreneur.

If you would like to learn more about Fully Homomorphic Encryption, check out our 6-min introduction: Job Description

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 requirements and technical feasibility## Preferred Experience**What we're looking for**
• 7+ years in partnerships, business development, or ecosystem roles
• Background in crypto, blockchain infrastructure, or digital asset fintech - you understand how this industry works and who the key players are
• Track record of closing complex, multi-stakeholder partnerships end-to-end, not just managing warm relationships
• Experience strategy development and owning key vertical areas
• Comfortable with technical buyers and cross-functional teams: you can hold your own in conversations with engineering and product stakeholders
• Strong relationship management skills - you build trust quickly and maintain it over time
• Experience working across European and US timezones; based in or able to overlap significantly with Europe
• Self-starter who can operate with autonomy in a fast-moving environment where the playbook is still being written**Nice to have**
• Experience working with with institutional financial infrastructure (custody providers, exchanges, payment rails)
• Existing network across the De

Fi, RWA, or institutional crypto space## Recruitment Process*

• Step 1: The Application Form**Start your journey by filling out our application form. This is your chance to introduce yourself and showcase your unique skills and experiences.*
• Step 2: The Challenge**Next up, tackle our challenge! This is where you can shine and show us how you approach and solve real-world problems.*
• Step 3: The Technical Interview**Dive deep into your technical knowledge with our team. This is your opportunity to demonstrate your expertise and passion for the field.*
• Step 4: Cultural Fit & Compensation Chat**Meet with our COO to discuss our company culture and explore how you can thrive with us. We'll also discuss compensation to ensure we're on the same page.*
• Step 5: The Hacking Trial**Put your skills to the test in a real-world hacking scenario. This trial helps us see your practical skills in action and how you handle challenges.*
• Step 6: The Reference Check & Offer**As a final step, we'll conduct a reference check to confirm your qualifications and past experiences. If all goes well, you will get an offer soon.

We provide more details on our process here. Exceptional candidates will hear from us as we advance through the recruitment process.

Zama values and promotes diversity. We give everyone a fair chance to be evaluated on their professional, academic, and personal skills. Our goal is to make the hiring process as pleasant, stress-free, and friendly as possible, even if it is longer and more involved than you might find elsewhere.## Additional Information

• Contract Type: **Full-Time**
• Location: **Paris**
• Experience: **> 7 years*** **Possible full remote**

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