Institutional Business Development Manager

You could work anywhere. Why Figment?

Figment powers the future of Web3 through industry-leading blockchain infrastructure. As the leading provider of staking solutions, we help 500+ institutional clients optimize their crypto rewards, including top exchanges, asset managers, wallets, foundations, custodians, and major token holders. Our clients trust Figment for a comprehensive suite of services, including reward optimization, cutting-edge API development, detailed rewards reporting, seamless partner integrations, governance support, and slashing protection.

Backed by a team of passionate and intelligent Figmates, with a 100% remote-first global presence across 12 countries, our company is on a mission to accelerate the adoption, growth, and long-term success of the Web3 ecosystem. We’re building the infrastructure that will power the decentralized future.

As a fast-growing tech company, we’re looking for builders and innovators — people who thrive in the face of uncertainty and are motivated to make an impact. We are also looking for true teammates - people who are genuine, humble, and driven to level up together. If you're excited to shape the future, contribute to an energetic company culture, and work at the cutting edge of blockchain technology, we want you to join our team and help us lead the charge!

About the opportunity

We are seeking an experienced Institutional Business Development Manager to drive growth across our institutional client segments in the Americas region. This role will focus on developing and executing sales strategies for banks, brokerages, asset managers, ETF providers, endowments, pensions, and investment advisors interested in digital asset staking solutions.

How you will make an impact

The Institutional Business Development Manager will take a consultative approach to:

• Drive business growth through Figment's staking services across all supported networks
• Develop and execute comprehensive sales strategies targeting institutional investors across the US and Canada.
• Build and maintain relationships with key decision-makers at banks, asset managers, ETF providers, and other institutional clients
• Research and analyze market opportunities in the US and Canadian institutional crypto markets
• Collaborate with marketing to define segment-specific plan
• Qualify leads and build a robust sales pipeline to meet aggressive growth targets
• Provide comprehensive post-sale support to grow relationship
• Represent Figment as a public voice of our brand at industry events, conferences, and other public appearances
• Manage inbound requests and resolve client concerns efficiently
• Drive customer satisfaction and retention through proactive account management
• Collaborate with product and support teams to advocate for client needs

Who you are

Required Experience

• 7+ years of institutional sales experience
• Demonstrated knowledge of crypto/blockchain technology, staking protocols, and the digital asset ecosystem
• Proven track record of meeting or exceeding sales targets
• Experience building and maintaining a qualified sales pipeline
• Strong background in both inbound and outbound lead generation
• Proficiency with CRM systems and sales tools

Key Attributes

• Self-motivated with entrepreneurial mindset
• Solutions-oriented approach to problem-solving
• High emotional intelligence and strong relationship-building skills
• Excellent communication and presentation abilities
• Proven ability to work effectively in a fast-paced, evolving environment
• Strong customer advocacy skills

Technologies we use

Salesforce

Teams you’ll collaborate with most often

In addition to collaborating with other Sales team members, this role will collaborate most often with our Marketing, Product and CS teams.

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, Montreal, 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