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Director, SMB Sales



Sales & Business Development
San Francisco, CA, USA · New York, NY, USA · United States
Posted on Tuesday, February 27, 2024

Figma is growing our team of passionate people on a mission to make design accessible to all. Born on the Web, Figma helps entire product teams brainstorm, design and build better products — from start to finish. Whether it’s consolidating tools, simplifying workflows, or collaborating across teams and time zones, Figma makes the design process faster, more efficient, and fun while keeping everyone on the same page. From great products to long-lasting companies, we believe that nothing great is made alone—come make with us!

Figma is looking for a Director, SMB Sales to join our dynamic team of creatives, engineers, marketers, and brilliant business folks. As the Director of SMB Sales, you will oversee a segment that includes three managers, each leading a team of six Account Executives. Your role will focus on driving engagement and expanding our rapidly growing customer base. You aren’t the typical sales leader, and we aren’t the typical design tool company. At Figma, we think creatively, lift constraints that block our imagination everyday, and we expect you to do the same. With this role you’ll get in at the ground floor in a fast growing sales org. You’ll consult with our existing Pro customer base and potential customers in driving meaningful relationships that contribute to the customer experience and revenue to our bottom line. You will report to the VP of Commercial Sales.

This is a full time role that can be held from one of our US hubs or remotely in the United States.

What you'll do at Figma:

  • Build, develop, and inspire an organization of hard-working Account Executives and leaders by creating scalable, data-driven sales processes that drive team and company goals
  • Interview, hire and train new team members as we scale the business and company
  • Build a strong pipeline of exceptional talent from the SMB team for Mid-Market and Sales Leadership roles
  • Manage and analyze the performance of the SMB segment, including accurate forecasting, pipeline generation, and activity metrics
  • Coach Sales Leaders and Account Executives through Pipeline and Forecast reviews, Deal Reviews, Call Listening and other training programs
  • Develop, test, implement and refine growth and acquisition strategies through data, segment-specific value drivers, and compelling stories needed to support a high-growth team
  • Create strong internal partnerships and work closely with Marketing, Sales, and Operations Leadership teams to outline and implement our top-of-the-funnel strategy through inbound and outbound tactics, revenue and quota goals, and territory models
  • Be accountable for the engagement and addition of net new customers as an Executive deal sponsor and participant

We’d love to hear from you if you have:

  • 8+ years of experience in SaaS Sales
  • 4+ years in sales management; 2+ years of experience in second line leadership
  • Prior experience leading managers and Mid-Market Account Executives (distributed team management preferred)
  • Demonstrated experience leading, building, and growing successful, collaborative, and hard-working sales teams of 20+ Account Executives and Sales Managers
  • Deep understanding of SMB SaaS sales processes and MEDDICC
  • Consistent track record of success exceeding net new revenue targets
  • Understanding of our technical and competitive landscape
  • Ability to thrive in a constantly evolving and growing environment

While it’s not required, it’s an added plus if you also have:

  • Experience working in a PLG organization
  • Experience with Force Management
At Figma, one of our values is Grow as you go. We believe in hiring smart, curious people who are excited to learn and develop their skills. If you’re excited about this role but your past experience doesn’t align perfectly with the points outlined in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.

Pay Transparency Disclosure

If based in Figma’s San Francisco or New York hub offices, this role has the annual base salary range stated below.

Job level and actual compensation will be decided based on factors including, but not limited to, individual qualifications objectively assessed during the interview process (including skills and prior relevant experience, potential impact, and scope of role), market demands, and specific work location. The listed range is a guideline, and the range for this role may be modified. For roles that are available to be filled remotely, the pay range is localized according to employee work location by a factor of between 80% and 100% of range. Please discuss your specific work location with your recruiter for more information.

Figma offers equity to employees, as well a competitive package of additional benefits, including health, dental & vision, retirement with company contribution, parental leave & reproductive or family planning support, mental health & wellness benefits, generous PTO, company recharge days, a learning & development stipend, a work from home stipend, and cell phone reimbursement. Figma also offers sales incentive pay for most sales roles. Figma’s compensation and benefits are subject to change and may be modified in the future. You may view our Pay Transparency Policy by clicking on the corresponding link.

Annual Base Salary Range (SF/NY Hub):
$168,600$227,400 USD

At Figma we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our product and our community to flourish. Figma is an equal opportunity workplace - we are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity/expression, veteran status, or any other characteristic protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.

We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment. If you require accommodation, please reach out to These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities.

Examples of accommodations include but are not limited to:

  • Holding interviews in an accessible location
  • Enabling closed captioning on video conferencing
  • Ensuring all written communication be compatible with screen readers
  • Changing the mode or format of interviews

By applying for this job, the candidate acknowledges and agrees that any personal data contained in their application or supporting materials will be processed in accordance with the applicable candidate section of Figma's Privacy Policy.