Director, Mid-Market Sales

1 Month ago • 8 Years + • Sales • $148,000 PA - $192,000 PA

Job Summary

Job Description

Figma is seeking a Director, Mid-Market Sales to lead a team of Account Executives focused on customer engagement, expansion, and retention. The role involves building and developing a sales organization through scalable, data-driven processes, hiring and training new team members, and managing segment performance with accurate forecasting. Responsibilities include coaching sales leaders, developing growth strategies, fostering internal partnerships with Marketing and Operations, and acting as an Executive deal sponsor. The ideal candidate will have a strong background in SaaS sales and management, experience leading Mid-Market Account Executives, and a proven track record of exceeding revenue targets.
Must have:
  • 8+ years of SaaS Sales experience
  • 4+ years in management
  • 2 years of second-line leadership experience
  • Experience leading Mid-Market Account Executives
  • Experience exceeding net new revenue targets
  • Ability to thrive in a growing environment
Good to have:
  • Additional years of SaaS management experience
  • Experience using or working with Figma
  • Experience with Command of the Message or MEDDIC
Perks:
  • Equity
  • Health, dental & vision
  • Retirement with company contribution
  • Parental leave & reproductive or family planning support
  • Mental health & wellness benefits
  • Generous PTO
  • Company recharge days
  • Learning & development stipend
  • Work from home stipend
  • Cell phone reimbursement
  • Sales incentive pay
  • Annual bonus plan

Job Details

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 looking for a Director, Mid-Market Sales to join our dynamic team of creatives, engineers, marketers, and brilliant business folks. As a Director, Mid-Market Sales, you will lead a team of Account Executives responsible for the engagement, expansion and retention of our rapidly growing customer base. You aren’t the typical sales leader, and we aren’t the typical design tool company. At Figma, we think creatively, lift constraints that block our imagination everyday, and we expect you to do the same. With this role you’ll get in at the ground floor in a fast growing sales org. You’ll consult with our existing customer base and potential customers in driving meaningful relationships that contribute to the customer experience and revenue to our bottom line. You will report to the VP of Commercial Sales.

This is a full time role that can be held from one of our US hubs or remotely in the United States.

What you’ll do at Figma:

  • Build, develop, and inspire an organization of hard-working Account Executives and leaders by creating scalable, data-driven processes that drive team and company goals
  • Interview, hire and train new team members as we scale the business and company
  • Build a strong pipeline of exceptional talent from the Mid-Market team for Enterprise Sales and Sales Leadership roles
  • Manage and analyze the performance of the Mid-Market segment, including accurate forecasting, pipeline generation, and activity metrics
  • Coach Sales Leaders and Account Executives through Pipeline and Forecast reviews, Deal Reviews, Call Listening and other training programs
  • Develop, test, implement and refine growth and acquisition strategies through data, segment-specific value drivers, and compelling stories needed to support a high-growth team
  • Create strong internal partnerships and work closely with Marketing, Sales, and Operations Leadership teams to outline and implement our top-of-the-funnel strategy through inbound and outbound tactics, revenue and quota goals, and territory models
  • Be accountable for the engagement and addition of net new customers as an Executive deal sponsor and participant

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

  • 8+ years of experience in SaaS Sales
  • 4+ years in management; 2 years of experience in second line leadership
  • Prior experience leading managers and Mid-Market Account Executives (distributed team management preferred)
  • Strong experience leading, building, and growing successful, collaborative, and hard-working sales teams of 40+ Account Executives and Sales Managers
  • Experience working in a PLG organization and deep understanding of Mid-Market SaaS sales processes (Force Management and MEDDICC preferred)
  • Consistent track record of success exceeding net new revenue targets
  • Understanding of our technical and competitive landscape
  • Ability to thrive in a constantly evolving and growing environment

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

  • Additional years of management experience within a SaaS company
  • Experience using or working with Figma, or other UX/UI experience
  • Experience with Command of the Message or MEDDIC sales methodology
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

If based in Figma’s San Francisco or New York hub offices, this role has the annual base salary range stated below.    

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. The listed range is a guideline, and the range for this role may be modified. For roles that are available to be filled remotely, the pay range is localized according to employee work location by a factor of between 80% and 100% of range. Please discuss your specific work location with your recruiter for more information. 

Figma offers equity to employees, as well a competitive package of additional benefits, including health, dental & vision, retirement with company contribution, parental leave & reproductive or family planning support, mental health & wellness benefits, generous PTO, company recharge days, a learning & development stipend, a work from home stipend, and cell phone reimbursement.  Figma also offers sales incentive pay for most sales roles and an annual bonus plan for eligible non-sales roles. Figma’s compensation and benefits are subject to change and may be modified in the future.

Annual Base Salary Range (SF/NY Hub):

$148,000 - $192,000 USD

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 equal opportunity workplace - 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.

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 accommodations-ext@figma.com. 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. 

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.

Similar Jobs

USE Insider - Sales Manager

USE Insider

Bogota, Colombia (Hybrid)
2 Months ago
appier - Senior Partnership Sales Manager

appier

San Francisco, California, United States (Remote)
1 Month ago
USE Insider - Solutions Architect

USE Insider

Bogota, Colombia (Hybrid)
3 Months ago
Scopely - Senior Security IAM Engineer

Scopely

Barcelona, Catalonia, Spain (Hybrid)
4 Months ago
Figma - Business Recruiter (Fixed Term)

Figma

San Francisco, California, United States (On-Site)
1 Month ago
Axel springer - Sales Development Representative DACH (SME)

Axel springer

Berlin, Berlin, Germany (On-Site)
3 Months ago
Philips - Sales Intern

Philips

Istanbul, İstanbul, Türkiye (Hybrid)
1 Month ago
Rippling - Sales Development Representative

Rippling

San Francisco, California, United States (Hybrid)
1 Month ago
Fashionphile - Luxury Sales Specialist

Fashionphile

Scottsdale, Arizona, United States (On-Site)
3 Months ago
Gigamon - Senior Sales Director - Federal Civilian

Gigamon

Washington, District Of Columbia, United States (On-Site)
2 Weeks ago

Get notifed when new similar jobs are uploaded

Similar Skill Jobs

clevertap - Account Executive (Gaming)

clevertap

San Francisco, California, United States (Hybrid)
5 Months ago
Cognite - Customer Business Executive

Cognite

Kuala Lumpur, Federal Territory Of Kuala Lumpur, Malaysia (Remote)
1 Month ago
Flexra Software - Senior Backend Developer

Flexra Software

Tel Aviv-Yafo, Tel Aviv District, Israel (Hybrid)
2 Months ago
Aryaka - Principle Solutions Engineer

Aryaka

United States (Remote)
4 Months ago
Veeam Software - Enterprise Account Manager

Veeam Software

Dubai, Dubai, United Arab Emirates (On-Site)
1 Month ago
Tencent - Tencent Cloud - Associate Account Representative (Sales Trainee Program)

Tencent

Bangkok, Bangkok, Thailand (On-Site)
5 Months ago
Sumo logic - Senior Software Engineer I - ML Engineer

Sumo logic

Bengaluru, Karnataka, India (Remote)
2 Months ago
bounteous - Procurement Specialist

bounteous

Chennai, Tamil Nadu, India (Hybrid)
3 Months ago
Toast - Finance Manager, R&D

Toast

San Francisco, California, United States (Hybrid)
1 Month ago
USE Insider - Sales Development Representative - Malaysia

USE Insider

Kuala Lumpur, Federal Territory Of Kuala Lumpur, Malaysia (On-Site)
8 Months ago

Get notifed when new similar jobs are uploaded

Jobs in San Francisco, California, United States

Palo Alto Networks - Manager, Revenue Acceleration

Palo Alto Networks

Santa Clara, California, United States (On-Site)
1 Month ago
Nintendo - Senior Engineer, Device Driver (NTD)

Nintendo

Redmond, Washington, United States (On-Site)
5 Months ago
TALA - Director, Global Treasury

TALA

United States (Remote)
2 Weeks ago
Blue wire software - Assistant Manager

Blue wire software

Columbus, Georgia, United States (On-Site)
3 Weeks ago
Dialpad AI - Account Executive, Commercial

Dialpad AI

Tempe, Arizona, United States (On-Site)
2 Months ago
WRI - Institutional Events Specialist

WRI

Washington, District Of Columbia, United States (Hybrid)
2 Months ago
Epoch Games - Unreal Engine C++ Programmer

Epoch Games

North Carolina, United States (Remote)
3 Months ago
Diligent Corporation - Senior Director, Product Marketing, Governance

Diligent Corporation

New York, New York, United States (On-Site)
2 Months ago
oportun - Bilingual English/Spanish Member Loyalty Partner

oportun

Houston, Texas, United States (On-Site)
2 Weeks ago
Marsh McLennan - Marketing Automation Specialist

Marsh McLennan

Urbandale, Iowa, United States (Hybrid)
1 Month ago

Get notifed when new similar jobs are uploaded

Sales Jobs

Philips - Sales, Territory Manager

Philips

Burbank, California, United States (On-Site)
2 Months ago
Bright Machines - Talent Acquisition Partner

Bright Machines

San Francisco, California, United States (Hybrid)
1 Month ago
Bosch Group - Area Sales Manager - Accessories

Bosch Group

Chennai, Tamil Nadu, India (On-Site)
3 Weeks ago
Telastra - Telstra Retail: Part Time Customer Service & Sales Consultant

Telastra

Sydney, New South Wales, Australia (On-Site)
1 Month ago
GoMotive - Regional Director, SMB Sales - Expansion

GoMotive

Islamabad, Islamabad Capital Territory, Pakistan (Remote)
2 Months ago
Paytm - State Head - Senior Manager - Mumbai (EDC Sales - Retail)

Paytm

Mumbai, Maharashtra, India (On-Site)
3 Months ago
Qube Cinema - Assistant Manager/Senior Executive Sales Coordinator

Qube Cinema

Hyderabad, Telangana, India (On-Site)
2 Months ago
BetterMe - User Acquisition Manager (Snapchat Ads)

BetterMe

Ukraine (Remote)
3 Weeks ago
dun bradstreet - Sales Administrative Assistant

dun bradstreet

Jacksonville, Florida, United States (On-Site)
3 Months ago
Zelis  - Manager, Provider Enrollment (Inside Sales)

Zelis

St. Petersburg, Florida, United States (Hybrid)
1 Month ago

Get notifed when new similar jobs are uploaded

About The Company

Figma is a collaborative web application for interface design, with additional offline features enabled by desktop applications for macOS and Windows

Bengaluru, Karnataka, India (On-Site)

San Francisco, California, United States (Remote)

San Francisco, California, United States (Remote)

Singapore (On-Site)

New York, United States (On-Site)

London, England, United Kingdom (Hybrid)

San Francisco, California, United States (Remote)

San Francisco, California, United States (Remote)

San Francisco, California, United States (Remote)

San Francisco, California, United States (Remote)

View All Jobs

Get notified when new jobs are added by Figma

Level Up Your Career in Game Development!

Transform Your Passion into Profession with Our Comprehensive Courses for Aspiring Game Developers.

Job Common Plug