Account Executive, North America

About the role

This role focuses on expanding Figment's enterprise footprint across North America. The Account Executive will manage the full sales cycle, from initial outreach to deal execution, with a primary goal of securing new business from exchanges, neobanks, and traditional financial institutions. Success in this position requires navigating complex stakeholder groups, including legal, finance, and engineering teams, to close deals within regulated environments.

The position also involves maximizing revenue from current accounts by identifying and pursuing upsell and expansion opportunities. The individual will be responsible for maintaining a clear and accurate sales pipeline using AI and CRM tools, ensuring data-backed forecasting. Collaboration with Sales Engineering and Legal departments is crucial for de-risking contracts and accelerating deal closures.

Figment provides staking solutions for over 500 institutional clients, including exchanges, asset managers, and custodians. The company operates as a fully remote organization with a global team across 12 countries. This role contributes directly to Figment's mission of accelerating the adoption and growth of the Web3 ecosystem by bringing in key institutional partners.

The annual salary for this position ranges from $160,000 to $190,000 USD.

Skills that matter here

• AI: AI tools are used to maintain a high-visibility pipeline and support accurate, data-backed forecasting.
• CRM: CRM systems are leveraged to manage the sales pipeline and ensure data integrity for revenue reporting.
• Institutional fluency: This involves understanding the regulatory and compliance requirements specific to banks, exchanges, and custodians.
• Deep crypto experience: A sophisticated understanding of blockchain infrastructure and the digital asset market is required for this role.
• End-to-end sales experience: This includes building pipelines, mapping stakeholders, and leading procurement negotiations.

Who this role suits

• A self-starter who thrives in a remote, fast-paced sales environment.
• Someone with a proven history of closing large enterprise deals, specifically over $1M ARR.
• An individual who possesses a deep understanding of blockchain infrastructure and digital assets.
• A professional adept at navigating complex regulatory and compliance landscapes within financial institutions.

From the employer

How you will make an impact

• Secure net-new business across North America by identifying and closing enterprise opportunities with exchanges, neobanks, and TradFi institutions.
• Own the entire sales cycle from initial outreach to final execution, with full accountability for deal strategy.
• Navigate complex stakeholder groups across legal, finance, and engineering to move deals through regulated cycles.
• Maximize revenue within existing accounts by identifying strategic upsell and expansion opportunities.
• Leverage AI and CRM tools to maintain a high-visibility pipeline, delivering accurate, data-backed forecasting.
• Collaborate cross-functionally with Sales Engineering and Legal to de-risk contracts and accelerate closing.

What you bring to the team

• 4+ years in a quota-carrying enterprise role, with a proven track record of closing $1M+ ARR deals.
• End-to-end sales experience, including the ability to build a pipeline from scratch, map stakeholders, and lead procurement negotiations.
• Institutional fluency with a deep understanding of the regulatory and compliance requirements unique to banks, exchanges, and custodians.
• Deep crypto experience, with a sophisticated understanding of blockchain infrastructure and the digital asset market.
• High data integrity, ensuring all activity is captured accurately to drive predictable revenue reporting.
• A self-starter mindset that thrives in remote, high-velocity environments.

Bonus if you have

• Direct experience with validator or staking infrastructure.
• A track record of selling technical products with complex pricing and deal structures.
• An established network of key executives and institutional leaders across crypto or finance.

Why you might be excited about us

• Remote-first environment. Our flagship office is in Toronto, Canada. We also have additional co-working spaces in New York, London, and Singapore.
• 4 weeks of PTO that kick in day one, with an additional 1 week of flex days.
• Extended company-paid health benefits that kick in day one.
• Best in class parental leave and flexible arrangements.
• A home office stipend to create a space that you enjoy working in.
• Monthly Wifi reimbursement.
• A yearly Learning & Development budget.
• 401K (US) or RRSP match (Canada).
• Stock Options in the company.
• A competitive bonus (based on company performance) that is distributed bi-annually.
• Annual onsite company gatherings and retreats to inspire team bonding, collaboration, and fun!