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Overview
Figma is seeking a Director, Mid-Market Sales to lead a team focused on customer engagement and revenue growth. This full-time role can be based in San Francisco or New York. 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. From idea to product, Figma empowers teams to streamline workflows, move faster, and work together in real time from anywhere in the world. If you're excited to shape the future of design and collaboration, join us! At Figma, we believe great products are built through a balance of speed, direction, and differentiation. As AI transforms how software is created, we’re building tools that help teams move seamlessly from idea to production; combining design, code, and collaboration in one shared environment.
What you'll do
- •Execute and optimize the established sales process, including territory planning, account mapping, and quota attainment frameworks.
- •Recruit, develop, and scale a high-performing team of Managers and Account Executives capable of leading complex, executive-level negotiations.
- •Coach teams on strategic "High, Wide, and Long" account engagement, driving deep multi-threading across Product, Engineering, Design, and IT stakeholders.
- •Build a culture of proactive demand generation by aligning Figma’s value proposition to broader business initiatives and uncovering unbudgeted opportunities.
- •Develop segment-specific playbooks and enforce rigorous qualification methodologies (MEDDICC) to drive consistent, repeatable execution.
- •Partner cross-functionally with Marketing, RevOps, and Solutions Consulting to align go-to-market strategies with mid-market growth objectives.
- •Serve as an executive sponsor for strategic accounts, providing hands-on leadership through critical deal cycles while preparing top talent for advancement into Enterprise sales and leadership roles.
- •Monitor business performance through pipeline, forecast, and competitive metrics, while communicating market insights and segment needs to senior leadership to strengthen Figma’s competitive position.
Conditions
- •Annual Base Salary Range: $160,000 — $200,000 USD
- •Figma offers equity to employees, as well as 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 and an annual bonus plan for eligible non-sales roles.