Distribution Partner Manager

Figma • San Francisco, CA

5h • Remote

About The Position

Figma is growing our team of passionate creatives and builders on a mission to make design accessible to all. Figma’s platform helps teams bring ideas to life—whether you're brainstorming, creating a prototype, translating designs into code, or iterating with AI. From idea to product, Figma empowers teams to streamline workflows, move faster, and work together in real time from anywhere in the world. If you're excited to shape the future of design and collaboration, join us!
Figma’s distribution partnerships team is passionate about unlocking new sources of revenue and hyper-scaling growth through the power of strategic alliances. This includes accelerating go-to-market (GTM) efforts, driving adoption of Figma’s platform, and unlocking new use cases via our suite of AI tools. We are looking to hire an experienced business development and partnerships professional to scale our efforts with agencies, systems integrators, consultancies, and commercial partners (resellers) across the globe. This includes driving revenue growth and supporting customers across North America in both commercial and public sectors (government).
This is not a channel sales role - we are focused on new critical initiatives and analyzing how partnerships best serve the long-term needs of Figma’s business. This is an exciting opportunity to join an emerging team at Figma where you will play an active role in shaping our long-term partner strategy. You will build new revenue-focused partner programs from scratch and scale our existing motions to better serve customers as Figma’s platform continues to evolve.
This is a full-time role that can be held from our New York City or San Francisco hub - or remotely in the United States.

Requirements

• 10+ years of professional experience in partnerships, business development, channel, or related GTM roles
• 3+ years of experience handling external GTM partners (e.g., SIs, agencies, consultancies, ISVs, resellers, marketplaces, or referral partners)
• Proven experience building partner programs or strategies from inception to execution, including defining important metrics and revenue goals
• Experience managing multiple strategic partner relationships simultaneously and driving measurable revenue outcomes

Nice To Haves

• Experience working with partners to influence or capture business within the U.S. Federal government
• Worked at a service organization or channel partner in a direct GTM capacity
• Sold to product, design, or technical audiences
• Familiar with UX/UI design principles, collaboration tools, or digital product development workflows
• Exposure to a sales methodology (e.g., MEDDICC, Command of the Message)

Responsibilities

• Identify, evaluate, and execute new strategic distribution opportunities that require complementary GTM partners, and onboard qualified organizations into Figma’s formal partner program
• Manage and grow relationships with service and commercial partners across AMER — including public sector and Federal clients — driving partner-influenced revenue and aligning on mutual success plans, critical metrics, and documented wins
• Partner with Figma’s GTM teams to source, scope, and progress partner-influenced opportunities, while identifying new co-marketing and co-selling motions that expand reach and unlock new use cases
• Evaluate and mature indirect sales motions in the context of Figma’s established sales model, recommending improvements that streamline execution and support long-term growth
• Educate and enable the partner ecosystem on Figma’s products, services, and AI capabilities, while building strong cross-functional relationships with Sales, Marketing, Customer Experience, Product, and other internal partners

Benefits

• Figma offers equity to employees, as well a competitive package of additional benefits, including health, dental & vision, retirement with company contribution, parental leave & reproductive or family planning support, mental health & wellness benefits, generous PTO, company recharge days, a learning & development stipend, a work from home stipend, and cell phone reimbursement.
• Figma also offers sales incentive pay for most sales roles and an annual bonus plan for eligible non-sales roles.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed