Manager, SMB Sales (SaaS)

Location: Remote within the United States or onsite from Figma's US hubs in San Francisco, CA or New York, NY. In-person onboarding is required if hired.

Annual base salary: $102,000–$139,000 USD.

Company

Figma develops a collaborative design platform that helps teams brainstorm, create prototypes, translate designs into code, and iterate with AI in real time.

What you will do

• Lead and develop a team of Account Executives.
• Enable the team to meet and exceed monthly, quarterly, and annual sales targets through inbound and outbound sales.
• Join customer and prospect meetings to support deal progression and provide real-time coaching.
• Shape and improve sales processes and initiatives.
• Interview, hire, and train new team members as the business scales.
• Manage team performance through forecasting, pipeline generation, and activity metrics.

Requirements

• 5+ years of SaaS sales experience.
• At least 1 year of experience managing velocity-sales Account Executives.
• Experience leading, building, and growing successful collaborative sales teams.
• A consistent record of leading over-performing teams and developing strong customer relationships.
• Experience navigating change in a growing organization.
• Understanding of the technical and competitive landscape.

Nice to have

• Additional management experience within a SaaS company.
• Experience using or working with Figma, or other UX/UI experience.
• Experience with Command of the Message or MEDDIC sales methodology.

Culture & Benefits

• Health, dental, and vision coverage.
• Retirement benefits with company contributions.
• Parental leave and reproductive or family planning support.
• Mental health, wellness, paid sick leave, holidays, and paid time off.
• Equity, sales incentive compensation, and potential recharge days, home internet, cell phone, and lifestyle spending benefits.
• Reasonable accommodations are available throughout the application and interview process.

Hiring process

• Qualifications, skills, experience, potential impact, and role scope are assessed during interviews.
• Cameras must remain on during video interviews.
• In-person onboarding is required after hiring.