Strategic Partnerships Dealmaker, Walrus

Mysten Labs believes that decentralized and open protocols are the bedrock of the internet of value. This is why at Mysten Labs, we are creating foundational infrastructure to accelerate the adoption of decentralized protocols based on blockchain technologies.

The Role

We're hiring a Senior Partnerships Dealmaker to drive adoption of Walrus across the AI ecosystem. This is a frontline role. Your job is to:

Create opportunities by building new relationships with the platforms, enterprises, and standards bodies that matter most to Walrus.

Structure, negotiate, and close complex, non-template deals.

Develop deep expertise on our products, our target markets, and the impact of technology on our partners.

You'll work closely with the Head of Partnerships, who sets direction and strategy. You execute by identifying the right partners and getting deals done. Anything from a marketplace listing, to a flagship enterprise integration, to convening the players needed to create a new industry standard.

What You’ll Do:

Strategic Deal Making. Identify, engage, and build relationships with the players that matter most to Walrus's position in the market including hyperscalers and data platforms, AI builders and agentic-framework companies, data and compute vendors, and standards bodies. Build and manage a pipeline of high-leverage opportunities: marketplace listings, platform integrations, co-marketing, and standard-setting.

Ecosystem Positioning & Standards. Get Walrus Memory listed and ranked as a top memory provider where AI builders shop for infrastructure, and broker the relationships needed to shape emerging standards so that Walrus is designed in from the start as a viable solution for agentic workflows.

Strategy & Implementation. Identify critical external data points that help our leadership team develop a cohesive strategy across Partnerships, Product, and Marketing.

Deal Excellence. Lead intricate negotiations and contract discussions, ensuring terms are mutually advantageous and aligned with the strategic objectives of both parties.

Program Manage Deal Outcomes. Collaborate cross-functionally with internal stakeholders, taking an ownership approach to seeing a deal from signing through to integration and beyond.

What You’ll Have:

7–10+ years in strategic partnerships, platform/ecosystem alliances, or corporate/business development at a data infrastructure, AI, or enterprise software company.

A track record of closing deals with large platforms or enterprises where you had to navigate multiple stakeholders and where the deal wasn't a simple sale

Technical curiosity. You aren't a data architect, but you can understand complex technical models, architectures, and agentic workflows.

Creative dealmaker. You have a strong, proven track record of constructing business relationships that don't follow a template.

You are passionate about decentralizing data infrastructure and the impact this has on the digital experience for everyone.

Curiosity about Web3 and decentralized infrastructure, and the ability to get fluent quickly. Prior crypto experience is a plus, not a requirement.

High ethical standards.

You appreciate direct communication.

You can pivot on the fly. What you worked on last month may not be what you work on today, and that excites you. You're not looking for a 9-to-5 job.

Ability to travel 20% or more of the time, often internationally.