Principal Account Executive, North America

Figment•New York, NY

14h•$200,000 - $230,000•Remote

About The Position

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. We are looking for builders and innovators who thrive in the face of uncertainty and are motivated to make an impact. As the Principal Account Executive, 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.

Requirements

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.

Nice To Haves

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.

Responsibilities

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.
Help to mentor 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.

Benefits

100% remote-first environment.
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.
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!