Distribution Partner Manager

Location: Remote in the United States, or onsite from the New York City or San Francisco hub. In-person onboarding is required if hired.

Annual base salary: $140,000–$296,000 USD, plus equity and additional benefits.

Company

Figma provides a collaborative design platform for brainstorming, prototyping, translating designs into code, and iterating with AI.

What you will do

• Identify, evaluate, and execute strategic distribution opportunities and onboard qualified organizations into the formal partner program.
• Manage and grow relationships with agencies, systems integrators, consultancies, resellers, and other commercial partners across North America.
• Drive partner-influenced revenue, mutual success plans, performance metrics, and documented customer wins.
• Collaborate with go-to-market teams on partner opportunities, co-marketing, and co-selling motions.
• Evaluate and improve indirect sales motions within Figma’s established sales model.
• Educate partners on Figma’s products, services, and AI capabilities while collaborating with Sales, Marketing, Customer Experience, and Product.

Requirements

• 10+ years of professional experience in partnerships, business development, channel, or related go-to-market roles.
• 3+ years of experience managing external go-to-market partners such as systems integrators, agencies, consultancies, ISVs, resellers, marketplaces, or referral partners.
• Experience building partner programs or strategies from inception through execution, including defining metrics and revenue goals.
• Experience managing multiple strategic partner relationships and delivering measurable revenue outcomes.
• Ability to work remotely from the United States or from the New York City or San Francisco hub.

Nice to have

• Experience influencing or capturing business with the U.S. Federal government.
• Direct go-to-market experience at a service organization or channel partner.
• Experience selling to product, design, or technical audiences.
• Familiarity with UX/UI design principles, collaboration tools, or digital product development workflows.
• Exposure to sales methodologies such as MEDDICC or Command of the Message.

Culture & Benefits

• Equity and competitive benefits package.
• Health, dental, and vision coverage, retirement benefits with company contributions, and paid time off.
• Parental leave, reproductive and family planning support, and mental health and wellness benefits.
• Paid sick leave, holidays, flexible PTO for eligible exempt employees, and possible recharge days.
• Additional benefits may include cell phone and home internet reimbursements and lifestyle spending accounts.
• Sales incentive compensation is available for most sales roles, with annual bonus plans for eligible non-sales roles.

Hiring process

• Qualifications, scope, and compensation are assessed during the interview process.
• Video interviews require candidates to keep their cameras on.
• In-person onboarding is required after hiring.