sales
Posted 3 weeks agoDirector, Mid-Market Sales
at Figma
New York, United StatesOn-site
Responsibilities
- 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.
- 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.
Requirements
- 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.
- 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.
- Partner cross-functionally with Marketing, RevOps, and Solutions Consulting to align go-to-market strategies with mid-market growth objectives.
- Proven success recruiting, developing, and retaining high-performing Account Executives who excel in complex, multi-threaded executive sales cycles.
- experience leading teams through the evolution from product-led growth to consultative selling.
- Consistent record of exceeding net new revenue targets in high-growth environments, with the executive presence to engage and influence VP- and C-suite stakeholders.
- Thrives in ambiguity and has demonstrated success building and operationalizing scalable sales playbooks, processes, and go-to-market strategies.
- Deep familiarity with Figma's ecosystem or broader expertise in design, UX, and developer tooling
- Proficiency in Command of the Message or rigorous qualification frameworks like MEDDIC At Figma, one of our values is Grow as you go.
- Additionally, if hired you will be required to attend in person onboarding.
Experience
- 8+ years of SaaS sales
- experience and 4+ years of sales leadership (including 2+ years of second-line leadership), with a strong track record in mid-market deals.
Benefits
- 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
- 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.
- 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 and an annual bonus plan for eligible non-sales
- Figma’s compensation and
- Annual Base Salary Range: $160,000 — $200,000 USD
Contact
- If you require accommodation, please reach out to accommodations-ext@figma.com .
Additional details
- Figma is growing our team of passionate creatives and builders on a mission to make design accessible to all.
- If you're excited to shape the future of design and collaboration, join us!
- We’re looking for people who thrive in fast-moving environments, embrace emerging technologies, and are passionate about building thoughtful, high-quality products that stand out and deliver meaningful customer impact.
- Figma is looking for a Director, Mid-Market Sales to lead a team of Managers and Account Executives responsible for the engagement, expansion and retention of our rapidly growing customer base.
- You’ll consult with our existing customer base and potential customers in driving meaningful relationships that contribute to the customer
- We are targeting organizations (from 500 - 5k Employees) where deal complexity, stakeholder multi-threading, and strategic impact necessitate a repeatable sales motion.
- You will report to the Senior Director, Mid-Market.
- This is a full time role that can be held from one of our US hubs, either San Francisco or New York.
- 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.
- Deep expertise in enterprise sales methodologies, including MEDDICC, and