Senior Sales Lead, North America

About the opportunity

As the Senior Sales Lead for North America, you will own sales performance for the region, driving enterprise growth across three key buyer segments: marketplace platforms, TradFi institutions, and institutional blockchain networks. This is a player-coach role where you will lead and develop a small team, stay close to the region’s most strategic deals, and set the standard for execution.

How you will make an impact

• Own the North America enterprise revenue target and run territory strategy across exchanges and neobanks entering crypto, TradFi institutions moving into staking, and institutional blockchain networks.
• Close large, complex deals end-to-end, with full accountability for high-value opportunities.
• Manage a high-performing team of Account Executives, setting the standard through how you sell and enabling the team to consistently hit their goals.
• Drive the TradFi segment directly, working with banks, custodians, and asset managers where you go deep on custody architecture, key management, and validator economics while leading the commercial conversation.
• Maintain an accurate forecast through strong pipeline discipline and clear stage management, giving leadership a reliable view of the business.
• Partner cross-functionally with Legal, Compliance, Product, and Sales Engineering to move regulated deals forward without losing momentum.

What you bring to the team 

• 8+ years of experience selling infrastructure or financial products to banks, custodians, exchanges, or large platform businesses.
• Background in a crypto infrastructure company or a TradFi institution (e.g. prime brokerage, custody, fund administration, or digital assets at a bank), with a strong understanding of how these buyers evaluate and make decisions.
• Proven track record of personally closing seven-figure ARR deals with full ownership from end to end.
• Ability to operate deeply across custody architecture, key management, validator economics, and commercial terms within a single conversation.
• Experience managing a small team (2–4 people) while carrying an individual quota, with a focus on coaching and development.
• Strong network across the TradFi–crypto ecosystem, or the ability to build relationships with institutional stakeholders quickly.
• Comfortable navigating compliance, legal, and procurement processes within regulated institutions.
• Credibility in senior-level conversations across both global financial institutions and crypto-native companies, with the ability to navigate complex negotiations.

Bonus if you have:

• Direct experience selling staking, custody, or validator infrastructure.
• Existing relationships with ETF issuers or digital asset teams within major banks.
• Familiarity with emerging institutional blockchain networks and the commercial models behind white-label validator participation.
• Experience owning a region or vertical with full P&L accountability, not just territory coverage.

Why you might be excited about us

At Figment, we offer an exciting range of competitive benefits designed to support and empower every member of our team:

• 100% remote-first environment. Our flagship office is in Toronto, Canada. We also have additional co-working spaces in New York, London, and Singapore. That means if you want to do your things in the office (if you’re near one), at home, or a bit of both, it’s up to you.
• 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 - we believe that the company’s success should be shared with our employees often
  • For roles listed within the Sales Department, there is instead a competitive sales incentive structure which will be outlined during your first interview with Figment
• Annual onsite company gatherings and retreats to inspire team bonding, collaboration, and fun!

Other reasons you may love working at Figment

• We are a team of under 200 members, which allows for an impactful contribution from day one.
• We place a strong focus on personal career development to shape a role that fits your goals and interests. Your satisfaction and well-being matter to us, and we’re here to support your ongoing growth.
• Our culture is one of honesty, professionalism and risk taking in a high-growth environment.
• Our team members themselves recommend working at Figment - with an eNPS score of 54 (which is ranked as ‘great’!).
• We are also extremely proud of ranking as one of the top Web3 employers by Talent Titans.

Compensation

One of Figment’s core principles is “Making the Invisible Visible” - ensuring transparency and information sharing in all communication. Figment is committed to transparency regarding pay, benefits, and other compensation types for all internal roles as well as all roles being hired for.

Base Salary: The US base salary range for this position is USD $190,000 - $210,000. The CAD base salary range for this position is CAD $190,000 - $210,000. This range reflects base salary only, and does not include additional compensation, sales incentives or benefits. For candidates in other countries, the pay range will be disclosed upon your first interview with Figment (being a globally remote company, the list of salary ranges would simply be too long to note here!). The range displayed reflects the minimum and maximum range for a new hire across all Canada or the US. A candidate’s specific pay within the range will be determined by various factors including job-related skills, relevant education, and training.

Interview process

At Figment, we try to go above and beyond in making sure that you have the best possible experience interviewing with us. We strive for a smooth, organized, and informative process.

• During your first Recruiter Call, you will be provided with more information about Figment, the position and what to expect for the rest of the interview process. Please be prepared to discuss why you are interested in joining Figment and what excites you about the position and company.
• As we go through the process, we work to make sure that you hear back from us in a timely fashion. If we decide at any point that we’re unfortunately not moving forward, we will give you feedback on why it was not a fit.
• We aim for the entire process to take around 2-4 weeks from initial screen to offer. There can be exceptions on either side of the bell curve here, but as a rule, that’s the time-frame you can expect.