Director, Partnerships - Banks & Credit Unions

About Figure

Figure Technology Solutions, Inc. (Nasdaq: FIGR; OPEN: FGRS) is the leading blockchain-native capital marketplace for the origination, funding, sale and trading of tokenized assets. More than 480 partners use its loan origination system and capital marketplace. Collectively, Figure and its partners have originated over $30 billion of loans to date, among other products. The fastest growing components are Figure Connect, its credit marketplace, and Democratized Prime, Figure’s on-chain lend-borrow marketplace.

Figure’s ecosystem also includes DART (Digital Asset Registry Technology) for asset custody and lien perfection, and $YLDS, a yield-bearing stablecoin registered with the SEC as a security under the Securities Act of 1933.

Figure is the market leader in real-world asset (RWA) tokenization. The company has received triple-A ratings from S&P and Moody’s on multiple loan securitizations, the first of its kind for blockchain finance.

We’re proud to be recognized as one of Forbes’ Top 50 Fintech Companies and

CNBC’s World’s Top Fintech Companies.

About the Role

As a Director of Partnerships at Figure, you will own a book of bank and credit union accounts and the revenue outcome for each. This is a full-cycle enterprise sales role. You will build your own pipeline, run long and complex sales cycles from first conversation to signed agreement, and work alongside capital markets, solutions engineering, product, and legal to get programs approved and live.

This is a role for someone who has carried a number against large regulated buyers and is comfortable operating on their own at the executive level.

What You’ll Do

• Prospect into new accounts and build your own book of business. Own the full sales cycle including everything from prospecting, discovery, demo, negotiation and closing. Carry a revenue target and keep pipeline, forecast, and next steps accurate
• Build C-level and senior stakeholder relationships across buying committees, including mortgage lending, consumer lending, risk, compliance, technology, and finance. Act as a trusted advisor to senior stakeholders, addressing their pain points and delivering solutions to drive value.
• Build account plans that map decision makers, approvers, and a clear path to close. Translate Figure’s value into business cases and ROI models that hold up with executive and finance audiences. Navigate the diligence that regulated buyers require, including risk, compliance, InfoSec, and vendor management.
• Lead the internal work it takes to launch a program, coordinating Capital Markets, Solutions Engineering, Legal, Risk, and Finance. Partner with Marketing on account development and expansion. Bring what you hear in the field back to Product so the roadmap reflects what the market is asking for.

What We Look For

• 8+ years of enterprise sales experience in a full-cycle, new business role.
• A track record of owning named accounts and consistently hitting or exceeding a revenue target.
• Experience selling into banks or credit unions, or into another heavily regulated buyer.
• Comfort prospecting and building a territory rather than inheriting one.
• A record of closing long, multi-stakeholder deals that required committee approval.
• Proven ability to build and defend a business case with executive and finance audiences.
• Executive presence and credibility with C-level stakeholders.
• Command of a formal sales methodology and disciplined pipeline and forecast management.
• Willingness to travel roughly 30% for onsite meetings and industry conferences.

What Will Make You Stand Out

Experience in consumer lending, home equity, or mortgage.

Existing relationships with bank and credit union executives, or with the advisors and core providers that serve them.

Experience as an early seller in a new segment, where you helped build the motion rather than inherit it.

Adhere to all company security policies and data handling procedures.

Complete mandatory security awareness training within required timeframes.

Promptly report any suspected security incidents or suspicious activity to the Security team.