Manager, Distribution Partnerships

San Francisco, United StatesOn-site

Responsibilities

Lead, develop, and manage a team of 2 to 3 Distribution Partner Managers across North America (this may grow over time based on results and quantifiable impact); provide consistent coaching, clear goal-setting, and formal performance management
Personally own and manage complex partner relationships with large services organizations (such as global SIs, major agencies, and consulting firms); includes executive-level engagement, mutual success planning, and driving positive post-sale outcomes / partner-influenced revenue
Build program playbooks, partner engagement frameworks, and onboarding models from scratch - creating scalable tools that the global distribution partner team can adopt and execute
Develop new partner strategies for emerging, high-growth opportunities at Figma; includes identifying new types of distribution partners and leading early-stage partner recruitment
Represent the distribution partnerships function with VP+ stakeholders across Sales, Marketing, Customer Success, GTM Operations, and Product; serve as a senior voice for the partner program in cross-functional forums
Proven track record of personally managing executive-level relationships with global SIs or Tier-1 consulting firms while driving measurable commercial outcomes •

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.
This is a player/coach role: you will both lead and develop a team of Distribution Partner Managers and personally own the execution of Figma's most important and complex GTM partner relationships.
You will build partner program playbooks, establish engagement frameworks, and help define the future of the distribution partnerships function as Figma continues to scale globally.
experience in partnerships, business development, strategic alliances, or related GTM roles
Experience building partner programs or engagement frameworks from scratch - not just inheriting and refining mature, established programs
Knowledge of US Federal or public sector partner motions and procurement processes •
Experience developing partner programs in Latin America, including Spanish and / or Portuguese language skills
Familiarity with UX/UI design principles, collaboration tools, and AI-supported digital product development workflows At Figma, one of our values is Grow as you go.
Additionally, if hired you will be required to attend in person onboarding.

12+ years of professional
3+ years of direct people management experience, including full performance cycles (goal-setting, coaching, performance management) for ICs at a high-growth SaaS company

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: $185,000 — $317,000 USD

If you require accommodation, please reach out to accommodations-ext@figma.com .

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!
Figma's distribution partnerships team is passionate about unlocking new sources of revenue and hyper-scaling growth through the power of strategic alliances.
We are looking for an experienced senior partnerships leader to manage and develop our AMER distribution partnerships team while personally owning Figma's most strategically complex global alliances - including our relationships with global system integrators and high-priority service partners.
This is a full time role that can be held from one of our US hubs or remotely in the United States.
Demonstrated player / coach mentality - comfortable being both a manager and a hands-on individual contributor at the same time
Strong cross-functional influence skills - represent the partner function credibly with VP-level stakeholders to successfully gain buy-in for partner investments
While it's not required, it's an added plus if you also have:
Previous time inside a global SI or professional services firm in a client-delivery or alliance management capacity
We believe in hiring smart, curious people who are excited to learn and develop their skills.