Distribution Partner Manager

What you'll do at Figma

• Identify, evaluate, and execute new strategic distribution opportunities that require complementary GTM partners, and onboard qualified organizations into Figma's formal partner program
• Manage and grow relationships with service and commercial partners across AMER - including public sector and Federal clients - driving partner-influenced revenue and aligning on mutual success plans, critical metrics, and documented wins
• Partner with Figma's GTM teams to source, scope, and progress partner-influenced opportunities, while identifying new co-marketing and co-selling motions that expand reach and unlock new use cases
• Evaluate and mature indirect sales motions in the context of Figma's established sales model, recommending improvements that streamline execution and support long-term growth
• Educate and enable the partner ecosystem on Figma's products, services, and AI capabilities, while building strong cross-functional relationships with Sales, Marketing, Customer Experience, Product, and other internal partners

We'd love to hear from you if you have

• 10+ years of professional experience in partnerships, business development, channel, or related GTM roles
• 3+ years of experience handling external GTM partners (e.g., SIs, agencies, consultancies, ISVs, resellers, marketplaces, or referral partners)
• Proven experience building partner programs or strategies from inception to execution, including defining important metrics and revenue goals
• Experience managing multiple strategic partner relationships simultaneously and driving measurable revenue outcomes

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

• Experience working with partners to influence or capture business within the U.S. Federal government
• Worked at a service organization or channel partner in a direct GTM capacity
• Sold to product, design, or technical audiences
• Familiar with UX/UI design principles, collaboration tools, or digital product development workflows
• Exposure to a sales methodology (e.g., MEDDICC, Command of the Message)

Additional information

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

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.

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.

Annual Base Salary Range

$140,000—$296,000 USD

Examples of accommodations include but are not limited to

• 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.

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 Figma's Candidate Privacy Notice.

Application limits: 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:

• Candidates may submit up to 5 applications during any rolling 30-day period.
• Candidates may not reapply to the same role while an application is active or within 90 days of receiving a rejection.

Once the applicable days has passed, candidates are welcome to apply again.