Senior Global Partnerships 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

Figment’s institutional clients stake their assets through custodians, wallets, and other institutional infrastructure partners, making these partners essential to how staking flow reaches Figment’s validators.

This role leads the strategy and operations for Figment’s global partner ecosystem, ensuring those partner channels drive measurable staking growth. You’ll be the single point of accountability for all partner-sourced and partner-influenced staking revenue, aligning closely with Sales, Product, and Marketing to accelerate Figment’s staking business.

You’ll expand and optimize existing custodial and wallet partnerships to increase staking volume and manage two core motions:

• Direct-sourced: Figment works with institutional clients and coordinates with custodial and wallet partners to facilitate staking to Figment’s validators through their preferred platforms.
• Partner-led: Custodians and wallets feature Figment as a trusted validator option, introducing and enabling their clients to stake their assets with Figment.

Your goal is to scale both pathways globally through clear frameworks, QBRs, and ROI reporting, ultimately turning Figment’s partner network into a predictable, high-performing staking revenue engine.

How you will make an impact

• Own partner revenue outcomes: Define and deliver quarterly goals for partner-sourced pipeline, influenced ARR, and staking volume growth.
• Enable sales velocity: Collaborate with Sales, Relationship Management, Legal, and Product to remove friction and accelerate deals, integrations, and expansion initiatives that flow through custody and wallet partners.
• Manage strategic partners: Lead joint revenue plans with top custodians and wallets; oversee commercial agreements and co-marketing/co-selling execution.
• Ensure attribution accuracy: Maintain Salesforce partner hygiene, partner tagging, and ROI dashboards with RevOps.
• Provide global coverage: Standardize operating rhythms across regions and scale best practices for partner revenue management and governance.

What you bring to the team

• 8+ years of experience in B2B partnerships or revenue-focused programs, ideally with experience managing a cross-functional team
• Demonstrated success growing revenue through partners by improving pipeline quality, deal speed, and measurable results.
• Background in digital assets, institutional custody, wallets, or related infrastructure preferred.
• Hands-on experience with Salesforce reporting and dashboards; able to work with RevOps and Finance on clear attribution models.
• Comfortable leading executive discussions and coordinating across internal and external teams.
• Clear, direct communicator with strong analytical and follow-through skills.

Teams you’ll collaborate with most often

In addition to collaborating with other GTM team members, this role will collaborate most often with our Revenue Operations and Marketing teams.

Why you might be excited about