Manager, Distribution Partnerships

TL;DR

Manager, Distribution Partnerships (SaaS): Leading and developing the AMER distribution partnerships team while personally managing complex global alliances with system integrators and service partners. Focus on building scalable partner program playbooks, driving GTM strategy, and representing the partnership function across cross-functional leadership.

Location: Must be based in the United States (Remote or hybrid from San Francisco/New York hubs).

Salary: $185,000–$317,000 USD

Company

Figma is a collaborative design platform empowering teams to streamline workflows and build digital products in real time.

What you will do

• Lead, coach, and manage a team of 2-3 Distribution Partner Managers across North America.
• Own and execute complex partner relationships with global system integrators and Tier-1 consulting firms.
• Build scalable partner program playbooks, engagement frameworks, and onboarding models from scratch.
• Develop new partner strategies for emerging high-growth opportunities and lead early-stage recruitment.
• Represent the distribution partnerships function to VP-level stakeholders across Sales, Marketing, and Product.

Requirements

• 12+ years of professional experience in partnerships, business development, or strategic alliances.
• 3+ years of direct people management experience at a high-growth SaaS company.
• Proven track record of managing executive-level relationships with global SIs or Tier-1 consulting firms.
• Experience building partner programs or engagement frameworks from scratch.
• Must be based in the United States.
• Ability to attend in-person onboarding and maintain camera-on policy during video interviews.

Nice to have

• Knowledge of US Federal or public sector partner motions.
• Experience developing partner programs in Latin America (Spanish/Portuguese skills).
• Background in a global SI or professional services firm.
• Familiarity with UX/UI design principles and AI-supported workflows.

Culture & Benefits

• Comprehensive health, dental, and vision insurance.
• Retirement plan with company contribution.
• Generous PTO, company recharge days, and parental leave.
• Learning & development stipend and work-from-home support.
• Equity offerings and annual bonus plan.