Director, Partnerships – Banks & Credit Unions

This is a fully remote position, open to applicants in United States.

📋 Description

• Manage a portfolio of bank and credit union accounts while being accountable for the revenue outcomes associated with each.

• Develop a sales pipeline and oversee the entire enterprise sales cycle, which includes prospecting, discovery, demonstrations, negotiations, and closing deals.

• Maintain a revenue target while ensuring an accurate pipeline, forecast, and outlining next steps.

• Establish relationships with C-level executives and senior stakeholders in mortgage lending, consumer lending, risk management, compliance, technology, and finance.

• Serve as a trusted advisor to stakeholders by identifying their pain points and delivering solutions that create value.

• Create account plans that outline decision makers, approvers, and the strategy for closing deals.

• Articulate Figure’s value proposition through business cases and ROI models tailored for executive and finance audiences.

• Navigate the complexities of risk, compliance, InfoSec, and vendor-management due diligence required by regulated clients.

• Collaborate with teams in Capital Markets, Solutions Engineering, Legal, Risk, and Finance to initiate programs.

• Work alongside Marketing to foster account development and growth.

• Provide market insights to the Product team to help shape the development roadmap.

⛳️ Requirements

• A minimum of 8 years of enterprise sales experience in a full-cycle, new business capacity.

• Proven history of managing named accounts while consistently meeting or surpassing revenue targets.

• Experience selling to banks or credit unions, or other heavily regulated entities.

• Ability to prospect and build a territory independently rather than relying on inherited accounts.

• Established record of closing lengthy, multi-stakeholder deals that require committee approval.

• Demonstrated capability to construct and defend business cases in front of executive and finance audiences.

• Strong executive presence and credibility with C-level stakeholders.

• Proficient in a formal sales methodology with disciplined pipeline and forecast management skills.

• Willingness to travel approximately 30% for onsite meetings and industry events.

• Experience in consumer lending, home equity, or mortgage sectors.

• Pre-existing relationships with bank and credit union executives, or their advisors and core service providers.

• Background as an early seller in a new market segment.

• Compliance with company security policies and data handling procedures.

• Complete mandatory security awareness training within specified timeframes.

• Timely reporting of suspected security incidents or suspicious activities to the Security team.

• Must verify identity and eligibility to work in the United States.

• Figure will not provide sponsorship for work visas.

🏝️ Benefits

• Company equity in the form of RSUs.

• Comprehensive medical, dental, and vision insurance, with 100% of premiums covered by the employer for employees and their dependents on selected plans.

• Access to company-sponsored HSA, FSA, Dependent Care FSA, 401(k), and commuter benefits.

• Employer-funded life and disability insurance.

• 11 recognized holidays and a PTO plan.

• Up to 12 weeks of paid family leave.

• Reimbursement for continuing education.