About the opportunity

Figment is hiring a Global Sales Engineering Manager to lead our technical sales function across the Americas, EMEA, and APAC. You will own the operating model for how we discover, design, and deliver institutional staking solutions, uplevel the SE craft globally, and partner with Sales, Product, Partnerships, and Customer Success to drive win rates, accelerate time-to-delegation, and deliver an exceptional enterprise experience. This role is full-time and remote within the US, with access to offices in New York, Toronto, and London.

What you will do

• Lead and scale a high-performing global SE team
  • Hire, coach, and develop SEs across regions. Define coverage, specialization, and career paths.
  • Establish implementation plans, SLAs, and playbooks that create consistency while allowing regional nuance.
• Drive the sales engineering operating model
  • Partner with AEs to run discovery, solution design, security/compliance evaluations, and executive-friendly technical narratives.
  • Standardize PoC entry/exit criteria, success metrics, and handoffs to delivery and CS.
• Raise the bar on technical excellence and customer outcomes
  • Conduct world-class demos and deep product/protocol expertise across staking, validator ops, key management, custody, and Figment’s API.
  • Serve as an executive point of escalation for complex evaluations and strategic accounts.
• Translate market feedback into roadmap and enablement
  • Systematically capture client and partner feedback for Product and Partnerships.
  • Build and maintain reference architectures, playbooks, and reusable assets that improve deal velocity and win rate.
• Own evaluation programs, RFPs, and technical due diligence
  • Orchestrate cross-functional responses with Security, Legal, and Product.
  • Improve RFP/DDQ quality, turnaround times, and win rates with repeatable artifacts.
• Operate with data
  • Instrument KPIs such as win rate on SE-supported deals, PoC success and cycle time, RFP/DDQ turnaround, time to delegation, and SE utilization.
  • Forecast capacity, prioritize work, and report outcomes to GTM leadership.

How you’ll make an impact

• Increase win rates and reduce time-to-delegation on SE-supported opportunities
• Uplevel global quality of demos, discovery, technical narratives and documentation
• Improve predictability and throughput of PoCs, RFPs, and DDQs
• Capture market and partner signals that shape product roadmap and GTM strategy
• Build reusable assets that compound learning and speed across regions

What you bring to the team

• Extensive experience leading Sales Engineering, Solutions Architecture, or similar teams serving enterprise or institutional clients
• Strong understanding of and passion for crypto and staking, including validator operations, protocol dynamics, and custody/HSM concepts
• Experience using and building onchain products on at least one major protocol, such as Ethereum or Solana
• Proven ability to communicate complex technical topics to executives and non-technical stakeholders
• Track record building repeatable evaluation motions: discovery, PoC design, technical validation, and compliant handoffs
• Skill in developing SE talent, establishing operating mechanisms, and partnering cross-functionally with Sales, CS, Product, and Partnerships
• Proficient in at least one programming language, with practical JS scripting skills preferred

Technologies you and your team will use

• Programming and scripting: JavaScript, plus Python or Go familiarity for tooling
• APIs and testing: REST, Postman, CLI
• Source control: Git, GitHub or GitLab
• Cloud and containers: AWS or GCP basics, Docker for local repros and PoCs
• Blockchain and validator context: protocol SDKs and libraries, RPC endpoints, node/validator CLIs, key tooling
• Security and keys: HSM and custody platform concepts, KMS or Vault familiarity
• Collaboration and GTM: Salesforce, Notion, Jira, Slack, Zoom; diagramming tools such as Lucidchart or Figma

Teams you’ll collaborate with most often

• Sales and Account Executives for deal strategy and execution
• Product for roadmap feedback and solution design
• Partnerships for integrations and ecosystem-led opportunities
• Customer Success for handoffs and early-life success

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:

• Remote-first environment. Our flagship office is in Toronto, Canada. We also have additional co-working spaces in New York, 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 of both, it’s up to you.
• 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 MBO bonus that will be discussed during your initial interview call.
• Annual onsite company gatherings and retreats to inspire team bonding, collaboration, and fun!

Other reasons you may love working at Figment

• We are a team of under 200 members, which allows for an impactful contribution from day one.
• We place a strong focus on personal career development to shape a role that fits your goals and interests. Your satisfaction and well-being matter to us, and we’re here to support your ongoing growth.
• Our culture is one of honesty, professionalism and risk taking in a high-growth environment.
• Our team members themselves recommend working at Figment - with an eNPS score of 54 (which is ranked as ‘great’!).
• We are also extremely proud of ranking as one of the top Web3 employers by Talent Titans.

Compensation

One of Figment’s core principles is “Making the Invisible Visible” - ensuring transparency and information sharing in all communication. Figment is committed to transparency regarding pay, benefits, and other compensation types for all internal roles as well as all roles being hired for.

Base Salary: The US base salary range for this position is USD $190,000 - $220,000. This range reflects base salary only, and does not include additional compensation or benefits. For candidates in other countries, the pay range will be disclosed upon your first interview with Figment (being a globally remote company, the list of salary ranges would simply be too long to note here!). The range displayed reflects the minimum and maximum range for a new hire across all Canada or the US. A candidate’s specific pay within the range will be determined by various factors including job-related skills, relevant education, and training.

Interview process

At Figment, we try to go above and beyond in making sure that you have the best possible experience interviewing with us. We strive for a smooth, organized, and informative process.

• During your first Recruiter Call, you will be provided with more information about Figment, the position and what to expect for the rest of the interview process. Please be prepared to discuss why you are interested in joining Figment and what excites you about the position and company.
• As we go through the process, we work to make sure that you hear back from us in a timely fashion. If we decide at any point that we’re unfortunately not moving forward, we will give you feedback on why it was not a fit.
• We aim for the entire process to take around 2-4 weeks from initial screen to offer. There can be exceptions on either side of the bell curve here, but as a rule, that’s the time-frame you can expect.