Director, Mid-Market Sales
Figma is looking for a Director, Mid-Market Sales to join our dynamic team of creatives, engineers, marketers, and brilliant business folks. As a Director, Mid-Market Sales, you will lead a team of Account Executives responsible for the engagement, expansion and retention of our rapidly growing customer base. You aren’t the typical sales leader, and we aren’t the typical design tool company. At Figma, we think creatively, lift constraints that block our imagination everyday, and we expect you to do the same. With this role you’ll get in at the ground floor in a fast growing sales org. You’ll consult with our existing customer base and potential customers in driving meaningful relationships that contribute to the customer experience and revenue to our bottom line. You will report to the VP of Commercial Sales.
This is a full time role that can be held from one of our US hubs in the United States.
What you’ll do at Figma:
Build, develop, and inspire an organization of hard-working Account Executives and leaders by creating scalable, data-driven processes that drive team and company goals
Interview, hire and train new team members as we scale the business and company
Build a strong pipeline of exceptional talent from the Mid-Market team for Enterprise Sales and Sales Leadership roles
Manage and analyze the performance of the Mid-Market segment, including accurate forecasting, pipeline generation, and activity metrics
Coach Sales Leaders and Account Executives through Pipeline and Forecast reviews, Deal Reviews, Call Listening and other training programs
Develop, test, implement and refine growth and acquisition strategies through data, segment-specific value drivers, and compelling stories needed to support a high-growth team
Create strong internal partnerships and work closely with Marketing, Sales, and Operations Leadership teams to outline and implement our top-of-the-funnel strategy through inbound and outbound tactics, revenue and quota goals, and territory models
Be accountable for the engagement and addition of net new customers as an Executive deal sponsor and participant
We'd love to hear from you if you have:
8+ years of experience in SaaS Sales
4+ years in management; 2 years of experience in second line leadership
Prior experience leading managers and Mid-Market Account Executives (distributed team management preferred)
Strong experience leading, building, and growing successful, collaborative, and hard-working sales teams of 40+ Account Executives and Sales Managers
Experience working in a PLG organization and deep understanding of Mid-Market SaaS sales processes (Force Management and MEDDICC preferred)
Consistent track record of success exceeding net new revenue targets
Understanding of our technical and competitive landscape
Ability to thrive in a constantly evolving and growing environment
While not required, it’s an added plus if you also have:
Additional years of management experience within a SaaS company
Experience using or working with Figma, or other UX/UI experience
Experience with Command of the Message or MEDDIC sales methodology
At Figma, one of our values is Grow as you go. We believe in hiring smart, curious people who are excited to learn and develop their skills. If you’re excited about this role but your past experience doesn’t align perfectly with the points outlined in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.
Pay Transparency Disclosure
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 qualifications objectively assessed during the interview process (including skills and prior relevant experience, potential impact, and scope of role), market demands, and specific work location. The listed range is a guideline, and the range for this role may be modified. 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. Please discuss your specific work location with your recruiter for more information.
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 roles. Figma’s compensation and benefits are subject to change and may be modified in the future.
Annual Base Salary Range (SF/NY Hub):
$148,000—$192,000 USD
About the job
Apply for this position
Director, Mid-Market Sales
Figma is looking for a Director, Mid-Market Sales to join our dynamic team of creatives, engineers, marketers, and brilliant business folks. As a Director, Mid-Market Sales, you will lead a team of Account Executives responsible for the engagement, expansion and retention of our rapidly growing customer base. You aren’t the typical sales leader, and we aren’t the typical design tool company. At Figma, we think creatively, lift constraints that block our imagination everyday, and we expect you to do the same. With this role you’ll get in at the ground floor in a fast growing sales org. You’ll consult with our existing customer base and potential customers in driving meaningful relationships that contribute to the customer experience and revenue to our bottom line. You will report to the VP of Commercial Sales.
This is a full time role that can be held from one of our US hubs in the United States.
What you’ll do at Figma:
Build, develop, and inspire an organization of hard-working Account Executives and leaders by creating scalable, data-driven processes that drive team and company goals
Interview, hire and train new team members as we scale the business and company
Build a strong pipeline of exceptional talent from the Mid-Market team for Enterprise Sales and Sales Leadership roles
Manage and analyze the performance of the Mid-Market segment, including accurate forecasting, pipeline generation, and activity metrics
Coach Sales Leaders and Account Executives through Pipeline and Forecast reviews, Deal Reviews, Call Listening and other training programs
Develop, test, implement and refine growth and acquisition strategies through data, segment-specific value drivers, and compelling stories needed to support a high-growth team
Create strong internal partnerships and work closely with Marketing, Sales, and Operations Leadership teams to outline and implement our top-of-the-funnel strategy through inbound and outbound tactics, revenue and quota goals, and territory models
Be accountable for the engagement and addition of net new customers as an Executive deal sponsor and participant
We'd love to hear from you if you have:
8+ years of experience in SaaS Sales
4+ years in management; 2 years of experience in second line leadership
Prior experience leading managers and Mid-Market Account Executives (distributed team management preferred)
Strong experience leading, building, and growing successful, collaborative, and hard-working sales teams of 40+ Account Executives and Sales Managers
Experience working in a PLG organization and deep understanding of Mid-Market SaaS sales processes (Force Management and MEDDICC preferred)
Consistent track record of success exceeding net new revenue targets
Understanding of our technical and competitive landscape
Ability to thrive in a constantly evolving and growing environment
While not required, it’s an added plus if you also have:
Additional years of management experience within a SaaS company
Experience using or working with Figma, or other UX/UI experience
Experience with Command of the Message or MEDDIC sales methodology
At Figma, one of our values is Grow as you go. We believe in hiring smart, curious people who are excited to learn and develop their skills. If you’re excited about this role but your past experience doesn’t align perfectly with the points outlined in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.
Pay Transparency Disclosure
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 qualifications objectively assessed during the interview process (including skills and prior relevant experience, potential impact, and scope of role), market demands, and specific work location. The listed range is a guideline, and the range for this role may be modified. 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. Please discuss your specific work location with your recruiter for more information.
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 roles. Figma’s compensation and benefits are subject to change and may be modified in the future.
Annual Base Salary Range (SF/NY Hub):
$148,000—$192,000 USD