Manager, Distribution Partnerships

What you'll do at Figma

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

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

• Build program playbooks, partner engagement frameworks, and onboarding models from scratch - creating scalable tools that the global distribution partner team can adopt and execute
• Develop new partner strategies for emerging, high-growth opportunities at Figma; includes identifying new types of distribution partners and leading early-stage partner recruitment
• 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

We'd love to hear from you if you have

• 12+ years of professional experience in partnerships, business development, strategic alliances, or related GTM roles
• 3+ years of direct people management experience, including full performance cycles (goal-setting, coaching, performance management) for ICs at a high-growth SaaS company
• Proven track record of personally managing executive-level relationships with global SIs or Tier-1 consulting firms while driving measurable commercial outcomes
• Experience building partner programs or engagement frameworks from scratch - not just inheriting and refining mature, established programs
• Demonstrated player / coach mentality - comfortable being both a manager and a hands-on individual contributor at the same time
• Strong cross-functional influence skills - represent the partner function credibly with VP-level stakeholders to successfully gain buy-in for partner investments

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

• Knowledge of US Federal or public sector partner motions and procurement processes
• Experience developing partner programs in Latin America, including Spanish and / or Portuguese language skills
• Previous time inside a global SI or professional services firm in a client-delivery or alliance management capacity
• Familiarity with UX/UI design principles, collaboration tools, and AI-supported digital product development workflows

• 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

$185,000

• $317,000

USD

• 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, or any other characteristic protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.

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.