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 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
