Director, Mid-Market Sales

Figma•San Francisco, CA

6h•$160,000 - $200,000•Hybrid

About The Position

Figma is looking for a Director, Mid-Market Sales to lead a team of Managers and Account Executives responsible for the engagement, expansion and retention of our rapidly growing customer base. You’ll consult with our existing customer base and potential customers in driving meaningful relationships that contribute to the customer experience and revenue to our bottom line. We are targeting organizations (from 500 - 5k Employees) where deal complexity, stakeholder multi-threading, and strategic impact necessitate a repeatable sales motion. You will report to the Senior Director, Mid-Market. This is a full time role that can be held from one of our US hubs, either San Francisco or New York.

Requirements

8+ years of SaaS sales experience and 4+ years of sales leadership (including 2+ years of second-line leadership), with a strong track record in mid-market deals.
Proven success recruiting, developing, and retaining high-performing Account Executives who excel in complex, multi-threaded executive sales cycles.
Deep expertise in enterprise sales methodologies, including MEDDICC, and experience leading teams through the evolution from product-led growth to consultative selling.
Consistent record of exceeding net new revenue targets in high-growth environments, with the executive presence to engage and influence VP- and C-suite stakeholders.
Thrives in ambiguity and has demonstrated success building and operationalizing scalable sales playbooks, processes, and go-to-market strategies.

Nice To Haves

A background at a product-led growth organization that successfully transitioned into a consultative enterprise motion
Deep familiarity with Figma's ecosystem or broader expertise in design, UX, and developer tooling
Proficiency in Command of the Message or rigorous qualification frameworks like MEDDIC

Responsibilities

Execute and optimize the established sales process, including territory planning, account mapping, and quota attainment frameworks.
Recruit, develop, and scale a high-performing team of Managers and Account Executives capable of leading complex, executive-level negotiations.
Coach teams on strategic "High, Wide, and Long" account engagement, driving deep multi-threading across Product, Engineering, Design, and IT stakeholders.
Build a culture of proactive demand generation by aligning Figma’s value proposition to broader business initiatives and uncovering unbudgeted opportunities.
Develop segment-specific playbooks and enforce rigorous qualification methodologies (MEDDICC) to drive consistent, repeatable execution.
Partner cross-functionally with Marketing, RevOps, and Solutions Consulting to align go-to-market strategies with mid-market growth objectives.
Serve as an executive sponsor for strategic accounts, providing hands-on leadership through critical deal cycles while preparing top talent for advancement into Enterprise sales and leadership roles.
Monitor business performance through pipeline, forecast, and competitive metrics, while communicating market insights and segment needs to senior leadership to strengthen Figma’s competitive position.