The opportunity
Figma is growing our team of passionate creatives and builders on a mission to make design accessible to all. Figma’s platform helps teams bring ideas to life—whether you're brainstorming, creating a prototype, translating designs into code, or iterating with AI.
What you'll do
Lead, develop, and inspire a team of frontline managers and Account: Executives, building a high-performing culture focused on coaching, accountability, and customer impact.
Scale the EMEA SMB business by driving operational excellence across: forecasting, pipeline management, inspection, and execution against revenue goals.
Partner with SMB leaders across the Americas and JAPAC to build a globally: consistent sales motion, sharing best practices and raising execution standards across regions.
Recruit, hire, and develop exceptional sales leaders while building a strong: internal pipeline of future Mid-Market leaders and second-line managers.
Coach managers through forecast reviews, pipeline inspections, deal strategy,: call coaching, and performance management to improve both team execution and customer outcomes.
Use data to identify opportunities, test new strategies, and continuously: improve the SMB sales motion, including territory design, pipeline generation, productivity, and conversion.
What they're looking for
- Partner closely with Operations, Enablement, Marketing, Solutions Consulting,: Customer Experience, and Product to influence the evolution of the SMB business and improve how we serve customers globally.
- Serve as an executive sponsor for strategic customer opportunities while: representing the voice of EMEA in the continued evolution of Figma's global SMB strategy.
- + years of experience leading SaaS sales organizations, including at least 4: years in sales management. You’ve managed frontline leaders and spent at least 2 years in a second-line leadership role.
- You’ve led distributed sales teams across multiple countries and understand: the differences between EMEA markets. Comfortable balancing long-term strategy with the realities of day-to-day execution.
