Director, SMB Sales

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.