Director, Mid-Market Sales

TL;DR

Director, Mid-Market Sales (SaaS): Leading a team of managers and account executives to drive engagement, expansion, and retention within the mid-market customer segment with an accent on complex, multi-threaded executive sales cycles. Focus on operationalizing sales playbooks, scaling high-performing teams, and aligning go-to-market strategies to drive consistent revenue growth.

Location: Must be based in or able to work from San Francisco, CA or New York, NY hubs.

Salary: $160,000 - $200,000 USD

Company

Figma is a collaborative design platform that empowers teams to streamline workflows and build products together in real time.

What you will do

• Recruit, develop, and scale a high-performing team of managers and account executives.
• Execute and optimize sales processes, including territory planning and account mapping.
• Coach teams on strategic account engagement and multi-threading across product, engineering, and design stakeholders.
• Develop segment-specific playbooks and enforce rigorous qualification methodologies like MEDDICC.
• Partner cross-functionally with marketing, RevOps, and solutions consulting to align growth objectives.
• Serve as an executive sponsor for strategic accounts and provide hands-on leadership during critical deal cycles.

Requirements

• 8+ years of SaaS sales experience with a strong track record in mid-market deals.
• 4+ years of sales leadership experience, including at least 2 years in second-line leadership.
• Proven success in recruiting and retaining high-performing teams for complex, multi-threaded sales cycles.
• Deep expertise in enterprise sales methodologies such as MEDDICC.
• Executive presence to influence VP and C-suite stakeholders.
• Must be based in or able to work from San Francisco or New York hubs.

Nice to have

• Background at a product-led growth organization transitioning to consultative enterprise selling.
• Familiarity with design, UX, or developer tooling ecosystems.
• Proficiency in Command of the Message framework.

Culture & Benefits

• Comprehensive health, dental, and vision insurance.
• Retirement plan with company contribution.
• Generous PTO, company recharge days, and parental leave support.
• Learning and development stipend plus work-from-home and cell phone reimbursement.
• Sales incentive pay and equity packages.