Director, SMB Sales London, United Kingdom

Director, SMB Sales London, United Kingdom Overview

Figma is seeking a highly experienced leader to oversee its SMB sales operations across the Europe, Middle East, and Africa (EMEA) regions. This role involves guiding a team of frontline managers and Account Executives dedicated to helping small and medium-sized businesses adopt Figma’s collaborative design platform, particularly focusing on Organization and Enterprise plans. The successful candidate will report directly to the Vice President of Commercial Sales and will be instrumental in scaling the SMB sales efforts, ensuring operational excellence, and fostering a high-performance sales culture.

Key Responsibilities

• Inspire, develop, and lead a team of sales managers and account executives, emphasizing coaching, accountability, and delivering exceptional customer value.
• Accelerate the growth of the SMB segment by managing forecasting, pipeline health, deal inspections, and revenue achievement.
• Work collaboratively with SMB leadership teams across the Americas and JAPAC to establish a unified global sales approach, sharing best practices and raising standards across regions.
• Recruit, onboard, and develop top sales talent, building a strong internal pipeline for future leadership roles within the company.
• Provide ongoing coaching to managers through forecast reviews, pipeline inspections, strategic deal discussions, and performance management to optimize team results and customer satisfaction.
• Utilize data analytics to identify new opportunities, test strategies, and improve sales processes, including territory design, pipeline development, and conversion rates.
• Partner with departments such as Operations, Enablement, Marketing, Solutions Consulting, Customer Experience, and Product teams to influence SMB sales strategies and enhance customer service globally.
• Serve as an executive sponsor for key customer opportunities and represent the EMEA region in shaping Figmaâ??s global SMB strategy.

Candidate Profile

• Over 8 years of experience leading SaaS sales organizations, including at least 4 years in management roles.
• Experience managing distributed sales teams across multiple countries, with a solid understanding of regional market differences within EMEA.
• Proven success in building and scaling sales teams in high-growth SaaS or product-led companies, especially within SMB or Commercial segments.
• Strong coaching and talent development skills, with a focus on creating inclusive, high-performing teams.
• Track record of exceeding revenue targets, improving forecasting accuracy, and establishing dependable sales processes.
• Comfortable making data-driven decisions and working collaboratively with cross-functional teams such as Marketing, Operations, Enablement, and Product.
• Additional experience with Figma or other UX/UI tools, and proficiency in additional European languages like French, German, or Spanish, is advantageous.
• Knowledge of sales methodologies such as Command of the Message or MEDDIC/MEDDICC, and experience scaling teams across multiple EMEA markets, are considered beneficial.

Company Values and Additional Information

Figma emphasizes growth and continuous development, encouraging employees to learn and evolve their skills. The company values diversity and inclusion, actively supporting a workforce that reflects a variety of backgrounds and perspectives. Figma is committed to equal employment opportunities and provides accommodations for applicants with disabilities, including accessible interview processes and workplace adjustments. All candidates are expected to keep cameras on during video interviews and attend in-person onboarding if hired.

Degree Requirement: Not Specified

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