Director OF Market Development

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! At Figma, we believe great products are built through a balance of speed, direction, and differentiation. As AI transforms how software is created, we’re building tools that help teams move seamlessly from idea to production; combining design, code, and collaboration in one shared environment. We’re looking for people who thrive in fast‑moving environments, embrace emerging technologies, and are passionate about building thoughtful, high‑quality products that stand out and deliver meaningful customer impact. 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. 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. What you’ll do at Figma: 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. We’d love to hear from you if you have: 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. While not required, it’s an added plus if you also have: 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. Pay Transparency Disclosure Job level and actual compensation will be decided based on factors including, but not limited to, individual qualifications objectively assessed during the interview process (including skills and prior relevant experience, potential impact, and scope of role), market demands, and specific work location. For roles that are available to be filled remotely, the pay range is localized according to employee work location by a factor of between 80% and 100% of range. Please discuss your specific work location with your recruiter for more information. 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. Figma’s compensation and benefits are subject to change and may be modified in the future. Annual Base Salary Range: $160,000 – $200,000 USD Figma is an equal opportunity workplace – we’re dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or expression, veteran status, or any other characteristic protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment. If you require accommodation, please reach out to View email address on click.appcast.io. These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but to successfully perform their job tasks to the same extent as people without disabilities. Holding interviews in an accessible location Enabling closed captioning on video conferencing Ensuring all written communication is compatible with screen readers Changing the mode or format of interviews #J-18808-Ljbffr