Distribution Partner Manager

Figma’s Distribution Partnerships team is focused on unlocking new sources of revenue for the company and hyper-scaling our reach. This includes accelerating go-to-market (GTM) efforts, serving the needs of our customers, and bringing Figma’s platform to new organizations around the world. We are looking for a Partner Manager to specifically support agencies, systems integrators, consultancies, and commercial providers who can strategically position our products for the benefit of their own clients.

This is an exciting opportunity to join an emerging team at Figma where you will play an active role in shaping our long-term partner strategy - including building new programs from scratch and scaling our existing motions to new markets.

What you’ll do at Figma:

• Identify, assess, and engage new prospects for our official alliance programs

• Partner with our GTM teams to source, scope, and progress partner-influenced sales opportunities

• Co-sell with partners and Figma account executives to drive ARR across multiple product lines

• Manage relationships with both official and unofficial partners - including identifying new co-marketing and co-selling opportunities

• Foster long-term relationships by creating mutual success plans with partners - including documenting wins and monitoring defined KPIs to hold both Figma and our partners accountable

• Investigate, evaluate, and create new GTM opportunities that enhance Figma's existing business model.

• Educate our wider partner ecosystem on Figma’s products, services, and capabilities in tandem with our partner enablement team

• Develop and nurture internal relationships with sales, marketing, customer experience, and product teams by demonstrating the benefits of our wider partner network

We'd love to hear from you if you have:

• 7+ years of total experience in equivalent or relevant fields

• 2+ years of experience in a GTM organization working with external professional services organizations (SIs, agencies, consulting firms) and / or GTM partners (channel resellers, marketplaces, referral partners)

• Built partner tactics, programs, and / or strategies from scratch

• Led individual and / or multiple strategic partnerships at an organization to drive new business

While not required, it’s an added plus if you also have:

• Supported the negotiation of global partner agreements (including establishing key deal terms, identifying risks, and working closely with legal counterparts)

• Led partner initiatives at an enterprise SaaS company

• Expanded global partner programs beyond the US - collaborating with internal and external collaborators in multiple foreign markets.

• Worked at a service organization or channel partner in a direct GTM role

• Spent time in the design and / or digital product development industry

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.