Manager, Distribution Partnerships (SaaS)

Location: San Francisco, CA; New York, NY; or remote in the United States. In-person onboarding is required if hired.

Annual base salary: $185,000–$317,000 USD.

Company

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

What you will do

• Lead, coach, and manage 2–3 Distribution Partner Managers across North America, including goal-setting and performance management.
• Own complex executive-level relationships with global system integrators, major agencies, and consulting firms.
• Drive mutual success planning, positive post-sale outcomes, and partner-influenced revenue.
• Build scalable partner program playbooks, engagement frameworks, and onboarding models from scratch.
• Identify emerging distribution opportunities, recruit new partners, and develop partner strategies.
• Represent distribution partnerships with VP-level stakeholders across Sales, Marketing, Customer Success, GTM Operations, and Product.

Requirements

• 12+ years of professional experience in partnerships, business development, strategic alliances, or related go-to-market roles.
• 3+ years of direct people management experience, including complete performance cycles for individual contributors at a high-growth SaaS company.
• Proven experience personally managing executive-level relationships with global system integrators or Tier-1 consulting firms while driving measurable commercial outcomes.
• Experience building partner programs or engagement frameworks from scratch rather than only refining established programs.
• Demonstrated player/coach approach, combining people management with hands-on individual-contributor work.
• Strong cross-functional influence skills and the ability to gain VP-level stakeholder buy-in for partner investments.

Nice to have

• Knowledge of US Federal or public-sector partner motions and procurement processes.
• Experience developing partner programs in Latin America, including Spanish and/or Portuguese language skills.
• Previous experience at a global system integrator or professional services firm in client delivery or alliance management.
• Familiarity with UX/UI design principles, collaboration tools, and AI-supported digital product development workflows.

Culture & Benefits

• Health, dental, and vision coverage, retirement benefits with company contributions, paid parental leave, and reproductive or family planning support.
• Mental health and wellness benefits, paid time off, paid sick leave, holidays, and flexible PTO for eligible exempt employees.
• Equity, sales incentive compensation for most sales roles, and an annual bonus plan for eligible non-sales roles.
• Possible company recharge days, cell phone and home internet reimbursements, and lifestyle spending accounts.
• Commitment to accessibility, reasonable accommodations, equal employment opportunity, and employee development.

Hiring process

• Interview cameras must remain on for video interviews.
• In-person onboarding is required after hiring.