At a Glance
- Tasks: Lead and inspire a dynamic sales team to drive growth and customer impact.
- Company: Join Figma, a creative tech company making design accessible for all.
- Benefits: Competitive salary, flexible work options, and opportunities for professional growth.
- Other info: Work collaboratively across global teams to enhance customer experiences.
- Why this job: Shape the future of design while leading a talented team in a fast-paced environment.
- Qualifications: 8+ years in SaaS sales leadership with a focus on coaching and team development.
The predicted salary is between 49500 - 60500 £ per year.
- Lead, develop, and inspire a team of frontline managers and Account Executives, building a high-performing culture focused on coaching, accountability, and customer impact.
- Scale the EMEA SMB business by driving operational excellence across forecasting, pipeline management, inspection, and execution against revenue goals.
- Partner with SMB leaders across the Americas and JAPAC to build a globally consistent sales motion, sharing best practices and raising execution standards across regions.
- Recruit, hire, and develop exceptional sales leaders while building a strong internal pipeline of future Mid-Market leaders and second-line managers.
- Coach managers through forecast reviews, pipeline inspections, deal strategy, call coaching, and performance management to improve both team execution and customer outcomes.
- Use data to identify opportunities, test new strategies, and continuously improve the SMB sales motion, including territory design, pipeline generation, productivity, and conversion.
- Partner closely with Operations, Enablement, Marketing, Solutions Consulting, Customer Experience, and Product to influence the evolution of the SMB business and improve how we serve customers globally.
- Serve as an executive sponsor for strategic customer opportunities while representing the voice of EMEA in the continued evolution of Figma's global SMB strategy., Holding interviews in an accessible location
- Enabling closed captioning on video conferencing
- Ensuring all written communication be compatible with screen readers
- Changing the mode or format of interviews
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.
- 8+ years of experience leading Saa S sales organizations, including at least 4 years in sales management.
You've managed frontline leaders and spent at least 2 years in a second-line leadership role.
- You've led distributed sales teams across multiple countries and understand the differences between EMEA markets.
Comfortable balancing long-term strategy with the realities of day-to-day execution.
- Built and scaled teams of Sales Managers and Account Executives in a high-growth company.
Ideally, you also have experience with SMB or Commercial Saa S sales, particularly in a product-led growth business.
- You know how to coach leaders, develop talent, and create inclusive teams that perform consistently.
You've exceeded revenue targets while improving forecasting and building dependable sales processes.
- Confident using data to make decisions and have worked closely with Marketing, Operations, Enablement, Product, and other go-to-market teams., Experience using or working with Figma, or other UX/UI experience
- Additional European language fluency (e. g. French, German, Spanish)
- Experience with Command of the Message or MEDDIC/MEDDICC sales methodology
- Background scaling teams across multiple EMEA markets simultaneously
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!
Figma is growing our team of passionate people on a mission to make design accessible to all.
Born on the Web, Figma helps entire product teams brainstorm, create, test, and ship better designs, together.
From great products to long-lasting companies, we believe that nothing great is made alone - come make with us!
Figma is looking for a Director, SMB Sales (EMEA) to join our growing Global Commercial organization.
As Director of SMB Sales, EMEA, you'll lead a team of frontline managers and Account Executives responsible for helping growing businesses adopt Figma's Organization and Enterprise plans.
Reporting to the VP of Commercial Sales, you'll play a critical role in scaling a high-volume, specialized sales motion while partnering closely with leaders across the Americas and JAPAC to drive consistency, share best practices, and evolve how we serve SMB customers globally.
This is an opportunity to shape the next chapter of one of Figma's fastest-growing businesses, leading a talented team while influencing strategy across Sales, Marketing, Operations, Enablement, and Product.
At Figma, we value leaders who think creatively, challenge the status quo, and build teams that consistently raise the bar for customer experience and business impact.
This is a full time role that can be held from one of our EMEA hubs.
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Director, SMB Sales employer: Figma, Inc.
Figma is an exceptional employer that fosters a collaborative and innovative work culture, where Solutions Consultants play a pivotal role in transforming customer experiences through our platform. With a strong emphasis on employee growth, we offer continuous learning opportunities and the chance to work alongside talented Figmates in a supportive environment. Located in a vibrant area, our office promotes accessibility and inclusivity, ensuring that all team members can thrive while contributing to our mission of making design accessible to everyone.
StudySmarter Expert Advice🤫
We think this is how you could land Director, SMB Sales
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Director, SMB Sales at Figma, Inc., presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including Figma, Inc.. Tailor your message to explain why you’re drawn to them and how you can contribute as a Director, SMB Sales. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Director, SMB Sales
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for Figma, Inc.:When writing your cover letter, make sure to tailor your message specifically for Figma, Inc.. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at Figma, Inc.
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show Figma, Inc. that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show Figma, Inc. that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with Figma, Inc.’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
