Director, Partnerships - Banks & Credit Unions - Remote

About Figure

Figure (NASDAQ: FIGR) is transforming capital markets through blockchain. We’re proving that blockchain isn’t just theory - it’s powering real products used by hundreds of thousands of consumers and institutions.

By combining blockchain’s transparency and efficiency with AI-driven automation, we’ve reimagined how loans are originated, funded, and traded in secondary markets. From faster processing times to lower costs and reduced bias, our technology is helping borrowers, investors, and financial institutions achieve better outcomes.

Together with our 170+ partners, we’ve originated over $22 billion in home equity loans (HELOCs) on our blockchain-native platform, making Figure the largest non-bank provider of home equity financing in the U.S. Figure’s ecosystem also includes YLDS, an SEC-registered yield-bearing stablecoin that operates as a tokenized money market fund, and several other products and platforms that are reshaping consumer finance and capital markets.

We’re proud to be recognized as one of Forbes’ Most Innovative Fintech Startups in 2025 and Fast Company’s Most Innovative Companies in Finance and Personal Finance.

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.

• 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, Info Sec, 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.

• 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.

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

• Base…