Director, Partnerships - Banks & Credit Unions

About the Role

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 role requires experience with large regulated buyers and comfort operating independently at the executive level.

Responsibilities

• Prospect into new accounts and build your own book of business.
• Own the full sales cycle, including prospecting, discovery, demo, negotiation, and closing.
• Carry a revenue target and maintain accurate pipeline, forecast, and next steps.
• 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, addressing pain points and delivering solutions to drive value.
• Develop account plans that map decision-makers, approvers, and a clear path to close.
• Translate Figure’s value into business cases and ROI models for executive and finance audiences.
• Navigate diligence processes for regulated buyers, including risk, compliance, InfoSec, and vendor management.
• Lead internal coordination with Capital Markets, Solutions Engineering, Legal, Risk, and Finance to launch programs.
• Partner with Marketing on account development and expansion.
• Provide market feedback to Product to influence the roadmap.

Requirements

• 8+ years of enterprise sales experience in a full-cycle, new business role.
• Track record of owning named accounts and consistently hitting or exceeding revenue targets.
• Experience selling into banks, credit unions, or other heavily regulated industries.
• Comfort prospecting and building a territory from scratch.
• Proven ability to close long, multi-stakeholder deals requiring committee approval.
• Skill in building and defending business cases with executive and finance audiences.
• Executive presence and credibility with C-level stakeholders.
• Proficiency in a formal sales methodology and disciplined pipeline/forecast management.
• Willingness to travel ~30% for onsite meetings and industry conferences.

Qualifications

• Experience in consumer lending, home equity, or mortgage is a plus.
• Existing relationships with bank/credit union executives or their advisors/core providers is advantageous.
• Experience as an early seller in a new segment, helping build the sales motion, is a standout qualification.

Pay

Base Compensation Range: $132,000 - $198,000/yr
On-target earnings: $192,000 - $283,000
Company equity in the form of RSUs

Benefits

• Comprehensive medical, dental, and vision coverage, with 100% employer-paid premiums for employees and dependents on select plans.
• Company HSA, FSA, Dependent Care FSA, 401(k), and commuter benefits.
• Employer-paid life and disability insurance.
• 11 observed holidays and PTO plan.
• Up to 12 weeks of paid family leave.
• Continuing education reimbursement.