Director, SMB Sales (London, United Kingdom)

Location: London, England, or another Figma EMEA hub

Company

Figma develops a collaborative design platform that helps teams brainstorm, prototype, translate designs into code, and iterate with AI.

What you will do

• Lead, develop, and inspire frontline managers and Account Executives serving SMB customers.
• Scale the EMEA SMB business through forecasting, pipeline management, operational inspection, and revenue execution.
• Partner with sales leaders across the Americas and JAPAC to build consistent global sales practices.
• Recruit and develop sales leaders while building a pipeline of future Mid-Market leaders and second-line managers.
• Coach managers on forecast reviews, deal strategy, call coaching, and performance management.
• Use data to improve territory design, pipeline generation, productivity, conversion, and customer outcomes.

Requirements

• 8+ years of experience leading SaaS sales organizations, including at least 4 years in sales management.
• Experience managing frontline leaders and at least 2 years in a second-line leadership role.
• Experience leading distributed sales teams across multiple countries and understanding EMEA market differences.
• Experience building and scaling teams of Sales Managers and Account Executives in a high-growth company.
• Strong coaching, talent development, forecasting, sales process, and data-driven decision-making skills.
• Ability to collaborate with Marketing, Operations, Enablement, Product, Solutions Consulting, and Customer Experience.

Nice to have

• Experience with Figma, UX/UI, SMB or Commercial SaaS sales, or product-led growth.
• Fluency in an additional European language such as French, German, or Spanish.
• Experience with Command of the Message or MEDDIC/MEDDICC.
• Experience scaling teams across multiple EMEA markets simultaneously.

Culture & Benefits

• Inclusive environment focused on diverse perspectives and equal opportunity.
• Emphasis on continuous learning and professional development.
• Reasonable accommodations are available throughout the application and interview process.
• Video interviews require cameras to remain on.
• In-person onboarding is required after hiring.