Strategic Partner Manager

Figma•San Francisco, CA

12h•$169,000 - $296,000•Hybrid

About The Position

Figma is growing its 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 Business Development & Partnerships team aims to advance our company goals by working with partners to augment product experiences, drive user engagement, accelerate user and revenue growth, distribute our products and services, and raise brand awareness. As Figma’s product portfolio and user base continue to evolve, the team plays a critical role in connecting our platform to a broader network of builders, developers, and solution partners. We’re looking for a strategic thinker and relationship builder with the humility, depth, and technical aptitude to build trust with both internal and partner executives, and drive alignment across working groups and BD leadership. In this role you’ll collaborate extensively with cross-functional teams, especially in our product organization as you manage a small set of strategic partners to drive meaningful impact for Figma, our partners, and users. If you love solving ambiguous problems, aligning stakeholders, and creating win-win opportunities with partners, this may be the role for you! This is a full time role that can be held from one of our US hubs or remotely in the United States.

Requirements

10+ years of experience, with 5+ years managing large, complex, strategic technology partnerships end-to-end, including, strategy setting, commercial negotiation and executive relationship management
Strong written, verbal, and presentation communication skills, including comfort presenting to executives; able to translate between business and technical concepts e.g., APIs, MCP, and extensibility platforms
Strong analytical, organizational, and prioritization skills; Ability to plan, coordinate, and prioritize a small number of deep, sophisticated workstreams simultaneously
Experience working cross-functionally with product, engineering, marketing, research, operations, legal, and other internal partners to move initiatives from concept to launch
Comfort operating in fast-moving, ambiguous environments and proactively surfacing solutions

Nice To Haves

Experience with enterprise software, developer tools, or workplace collaboration ecosystems
Experience managing partnerships with large, multi-product platform companies specifically

Responsibilities

Own the end-to-end relationship for a small, fixed portfolio of 3-5 of Figma’s most strategic technology partners, including large, multi-product platform companies across developer tooling, enterprise productivity & collaboration, operating system and hardware ecosystems
Build and maintain a living strategy for each partnership, including joint goals, product and integration roadmaps, stakeholder maps, and executive relationship plans. Drive alignment across leadership and cross-functional teams to execute against plans
Lead cross-functional workstreams that bring partnerships to life, partnering closely with Product and Engineering to prioritize integrations, coordinate early access to new platform capabilities where relevant, and track delivery against roadmap commitments
Own the commercial fundamentals of each relationship by aligning internal stakeholders on terms, leading complex contract negotiations, and proactively managing risk and escalations
Build and execute go-to-market plans with Marketing and Comms for joint launches, co-marketing moments, event sponsorships, and other strategic opportunities
Prepare and facilitate recurring and ad hoc partner meetings, including executive briefings, to drive alignment, decisions, and momentum across internal and external stakeholders.
Define and track success metrics for each partnership, and report impact to BD leadership and cross-functional stakeholders