sales
Posted 4 hours agoSales Operations Manager, New Business
at Figma
San Francisco, United StatesOn-site
Responsibilities
- Own the end-to-end forecasting process for New Business and Inside Sales, bringing rigor and repeatability to pipeline reviews while continuously evolving methodology as market dynamics and go-to-market motions shift
- Lead and elevate the operating cadence — MBRs, QBRs, weekly forecast reviews — by synthesizing funnel trends, surfacing risks and opportunities, and driving leadership to clear, timely decisions
- Shape the organizational foundation of both segments by recommending headcount, org design, quota structures, and book-of-business allocation — ensuring the business is set up to scale efficiently and equitably
- Define and govern rules of engagement across account ownership, lead routing, and AE–ISR collaboration, creating clarity that reduces friction and maximizes coverage across the segment
- Build and maintain intelligence systems — dashboards, performance reports, and automated insights — that leverage AI to compress the time from data to action for sales and finance leadership
- Deploy AI tools and workflows to continuously improve operational processes: from pipeline analysis and forecasting accuracy to identifying patterns in rep performance and segment health that would be impossible to surface manually
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.
- Strong analytical and technical skills, with proven expertise in Salesforce, SQL and BI tools (specifically Sigma) Demonstrated
- experience leveraging AI tools to generate sales insights, including hands-on experience with Claude Code
- Strong communication skills with the ability to translate complex analysis into clear, actionable insights and deliver sophisticated models, spreadsheets, and executive presentations to senior leadership While not required, it’s an added plus if you also have:
- Deep SQL knowledge and
- experience with Sigma and Gong At Figma, one of our values is Grow as you go.
- Additionally, if hired you will be required to attend in person onboarding.