Director of Revenue Operations

Figment is the world’s leading provider of blockchain infrastructure. We provide the most comprehensive staking solution for our over 500+ institutional clients including exchanges, wallets, foundations, custodians, and large token holders to earn rewards on their crypto assets. These clients rely on Figment’s institutional staking service including rewards optimization, rapid API development, rewards reporting, partner integrations, governance, and slashing protection. Figment is backed by industry experts, financial institutions and our global team across twenty three countries. This all leads to our mission to support the adoption, growth and long term success of the Web3 ecosystem.

We are a growth stage technology company – looking for people who are builders and doers. People who are comfortable plotting their course through ambiguity and uncertainty to drive impact and who are excited to work in new ways and empower a generative company culture.

About the Role:  

We are seeking an experienced and strategic Director of Revenue Operations to align our Sales, Marketing, and Customer Success teams, driving operational efficiency and revenue growth. Reporting to the VP of Sales, this role will work closely with key stakeholders in Finance, Partnerships, and Security to implement a cohesive Go-To-Market (GTM) strategy. You will leverage data-driven insights, process optimization, and cutting-edge technology to enable and elevate team performance.

Key Responsibilities:

Strategic Alignment & Planning:

• Collaborate with Sales, Marketing, and Account Management leadership to design and execute a unified revenue strategy.
• Oversee sales forecasting, headcount and annual capacity planning, and pipeline management.
• Lead sales forecasting across all regions, implementing best practices to maximize revenue.
• Track and report performance metrics, providing regular updates to executive leadership.

Sales Enablement:

• Implement and manage tools, playbooks, and training programs to boost sales productivity and enhance conversion rates.
• Ensure full and optimized use of Salesforce and other systems to meet team needs.

Marketing Operations:

• Oversee lead scoring, routing, attribution and lifecycle management to maintain lead quality and seamless handoff to sales.

Data Analytics & Insights:

• Develop and maintain comprehensive dashboards and reports for visibility into revenue-driving metrics (e.g., pipeline health, CAC, churn).
• Analyze data from Sales, Marketing, and Customer Success teams to provide actionable insights and highlight areas for improvement.
• Monitor and assess customer health metrics (e.g., churn rates, NPS, expansion opportunities) and share insights with stakeholders.

Process Improvement & Automation:

• Map and optimize processes across the revenue lifecycle from lead generation through deal closure and expansion.
• Identify inefficiencies and implement automation to streamline operations.
• Ensure consistent data flow and reporting across systems (CRM, marketing automation, finance).

Technology Stack Management:

• Own and continuously optimize the revenue technology stack, identifying and integrating new tools as needed.
• Collaborate with IT/Security teams and external vendors to ensure proper system integration and compliance.
• Manage vendor relationships, including contract renewals and negotiations.

Qualifications:

• Experience: 10+ years in Revenue Operations, Sales Operations, or similar roles within a B2B SaaS company, ideally in a high-growth, global environment.  Familiarity with various business models and routes to market; experience in FinTech, Web3, or Crypto is preferred.
• Leadership: Minimum of 5 years managing teams, with an ability to mentor and guide operations managers and analysts. Extreme ownership mindset.
• Technical Expertise: Strong proficiency in administering Salesforce CRM and Marketing Cloud Account Engagement (Pardot); Experience with other GTM team software like Apollo, LinkedIn Sales Navigator, Zendesk and Jira.  
• Analytical Abilities: Proven ability to translate complex data into actionable insights and clear reporting. Proficiency in data analysis (e.g., GSheets, pivot tables, charts), and dashboard tools (e.g., Tableau).
• Project Management: Strong history of managing cross-functional projects with short timelines.
• Communication: Exceptional communication and interpersonal skills, capable of influencing at all organizational levels.
• Problem-Solving: Demonstrated success in solving complex operational challenges.
• Customer Lifecycle Expertise: Comprehensive understanding of the customer journey, from demand generation to expansion.
• Location: Ideally based in EST (Canada or USA).

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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 CAD base salary range for this position is CAD $190,000 - $215,000. The US base salary range for this position is USD $190,000 - $215,000. 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.

Benefits: All employees of Figment receive the following competitive benefits. For candidates beyond Canada and the US, benefits will be outlined during your first interview with Figment.

• 100% remote-first environment, with co-working spaces in our employee “hubs” across the globe for those who enjoy a hybrid model
• 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
• Competitive bonus (based on company performance) that is distributed bi-annually - we believe that the company’s success should be shared with our employees often
  • For roles listed within the Sales Department, there is instead a competitive commissions structure which will be outlined during your first interview with Figment
• Annual onsite company gatherings and retreats to inspire team bonding, collaboration, and fun!
• A culture of honesty, professionalism and risk taking in a high-growth environment

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See here for Figment's Privacy Policy and California Employee Privacy Policy.

At Figment, we have a thorough hiring process to verify the identity of all job candidates. This includes checking documents, conducting in-person interviews, biometric authentication and completing background checks. Candidates must pass all these steps to be considered for a job with Figment. Anyone who provides false information or tries to skip these steps will be disqualified from the hiring process immediately.

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Figment is a remote-first company operating with a global footprint across 12 countries. Are you interested in helping us build the future of digital assets?