Manager, Distribution Partnerships

<div class="content-intro"><p>Figma is growing our team of passionate creatives and builders on a mission to make design accessible to all. 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. If you're excited to shape the future of design and collaboration, join us!</p></div><p class="font-claude-response-body break-words whitespace-normal">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.</p> <p class="font-claude-response-body break-words whitespace-normal">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.</p> <p class="font-claude-response-body break-words whitespace-normal">This is a full time role that can be held from one of our US hubs or remotely in the United States.</p> <p class="font-claude-response-body break-words whitespace-normal"><strong>What you'll do at Figma:</strong></p> <ul class="[li_&amp;]:mb-0 [li_&amp;]:mt-1 [li_&amp;]:gap-1 [&amp;:not(:last-child)_ul]:pb-1 [&amp;:not(:last-child)_ol]:pb-1 list-disc flex flex-col gap-1 pl-8 mb-3"> <li class="font-claude-response-body whitespace-normal break-words pl-2">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</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">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</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Build program playbooks, partner engagement frameworks, and onboarding models from scratch - creating scalable tools that the global distribution partner team can adopt and execute</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Develop new partner strategies for emerging, high-growth opportunities at Figma; includes identifying new types of distribution partners and leading early-stage partner recruitment</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">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</li> </ul> <p class="font-claude-response-body break-words whitespace-normal"><strong>We'd love to hear from you if you have:</strong></p> <ul class="[li_&amp;]:mb-0 [li_&amp;]:mt-1 [li_&amp;]:gap-1 [&amp;:not(:last-child)_ul]:pb-1 [&amp;:not(:last-child)_ol]:pb-1 list-disc flex flex-col gap-1 pl-8 mb-3"> <li class="font-claude-response-body whitespace-normal break-words pl-2">12+ years of professional experience in partnerships, business development, strategic alliances, or related GTM roles</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">3+ years of direct people management experience, including full performance cycles (goal-setting, coaching, performance management) for ICs at a high-growth SaaS company</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Proven track record of personally managing executive-level relationships with global SIs or Tier-1 consulting firms while driving measurable commercial outcomes</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Experience building partner programs or engagement frameworks from scratch - not just inheriting and refining mature, established programs</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Demonstrated player / coach mentality - comfortable being both a manager and a hands-on individual contributor at the same time</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Strong cross-functional influence skills - represent the partner function credibly with VP-level stakeholders to successfully gain buy-in for partner investments</li> </ul> <p class="font-claude-response-body break-words whitespace-normal"><strong>While it's not required, it's an added plus if you also have:</strong></p> <ul class="[li_&amp;]:mb-0 [li_&amp;]:mt-1 [li_&amp;]:gap-1 [&amp;:not(:last-child)_ul]:pb-1 [&amp;:not(:last-child)_ol]:pb-1 list-disc flex flex-col gap-1 pl-8 mb-3"> <li class="font-claude-response-body whitespace-normal break-words pl-2">Knowledge of US Federal or public sector partner motions and procurement processes</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Experience developing partner programs in Latin America, including Spanish and / or Portuguese language skills</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Previous time inside a global SI or professional services firm in a client-delivery or alliance management capacity</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Familiarity with UX/UI design principles, collaboration tools, and AI-supported digital product development workflows</li> </ul> <div class="section page-centered"> <div> <div>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.</div> </div> </div><div class="content-pay-transparency"><div class="pay-input"><div class="description"><p><strong><span style="font-size: 16px;">Pay Transparency Disclosure</span></strong></p> <p>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.&nbsp;</p> <p>Figma offers equity to employees, as well as a competitive package of additional benefits, including health, dental, and vision coverage; retirement benefits with company contributions; parental leave and reproductive or family planning support; mental health and wellness benefits; and paid time off. Figma provides paid sick leave, holidays, and other leave benefits in compliance with applicable federal, state, and local laws, including the requirements of the Washington Minimum Wage Act and related regulations. Exempt employees are eligible for employer‑provided paid flexible PTO in addition to flexible paid sick leave. PTO is subject to manager approval. Additional benefits may include company recharge days, cell phone and home internet reimbursements, and a number of lifestyle spending accounts. Figma also offers sales incentive compensation for most sales roles and an annual bonus plan for eligible non-sales roles. All compensation and benefits are subject to applicable plan terms and may be modified by Figma at any time, consistent with applicable law.</p></div><div class="title">Annual Base Salary Range:</div><div class="pay-range"><span>$185,000</span><span class="divider">&mdash;</span><span>$317,000 USD</span></div></div></div><div class="content-conclusion"><p>At Figma we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our product and our community to flourish. Figma is an <a href="https://www.eeoc.gov/sites/default/files/2022-10/EEOC_KnowYourRights_screen_reader_10_20.pdf">equal opportunity workplace</a> - we are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity/expression, veteran status<strong>, </strong>or any other characteristic protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.</p> <p>We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment. If you require accommodation, please reach out to <a href="mailto:accommodations-ext@figma.com">accommodations-ext@figma.com</a>. These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities.&nbsp;</p> <p>Examples of accommodations include but are not limited to:&nbsp;</p> <ul> <li>Holding interviews in an accessible location</li> <li>Enabling closed captioning on video conferencing</li> <li>Ensuring all written communication be compatible with screen readers</li> <li>Changing the mode or format of interviews&nbsp;</li> </ul> <p>To ensure the integrity of our hiring process and facilitate a more personal connection, we require all candidates keep their cameras on during video interviews. Additionally, if hired you will be required to attend in person onboarding.</p> <p>By applying for this job, the candidate acknowledges and agrees that any personal data contained in their application or supporting materials will be processed in accordance with <a class="c-link c-link--underline" href="https://www.figma.com/legal/candidate-privacy-notice/" target="_blank" data-stringify-link="https://www.figma.com/legal/candidate-privacy-notice/" data-sk="tooltip_parent">Figma's Candidate Privacy Notice</a>.</p> <p><strong>Application limits:</strong> To help candidates focus on the opportunities most relevant to their skills and experience, Figma limits the number and frequency of applications. These limits apply to all roles:</p> <ul> <li>Candidates may submit up to 5 applications during any rolling 30-day period.</li> <li>Candidates may not reapply to the same role while an application is active or within 90 days of receiving a rejection.</li> </ul> <p>Once the applicable days has passed, candidates are welcome to apply again.</p></div>