Director, Sales Operations (London, United Kingdom)

Figma; London; On-site; GBP 80,000 - 120,000; Full time

Job summary

A leading B2B SaaS company is seeking a Director of Sales Operations to oversee its international sales function. Based in London, this role involves strategic leadership, managing teams across EMEA, Japan, and APAC, and driving operational efficiency. Ideal candidates should have substantial experience in sales operations, strong analytical skills, and the ability to influence key stakeholders in a fast-paced growth environment.

Qualifications

• 8-10+ years of experience in Sales Operations or Strategy, managing teams.
• Proven track record in B2B SaaS environments across APAC, Japan, and EMEA.
• Ability to influence senior stakeholders effectively.

Responsibilities

• Lead International Sales Operations across APAC, Japan, and EMEA.
• Manage and develop a growing team, ensuring operational excellence.
• Evaluate new market opportunities and support international expansion.

Skills

Leadership

Analytical skills

Strategic thinking

Cross-functional collaboration

Job description

Figma is growing our team of passionate people on a mission to make design accessible to all. Born on the Web, Figma helps entire product teams brainstorm, design and build better products — from start to finish. Whether it’s consolidating tools, simplifying workflows, or collaborating across teams and time zones, Figma makes the design process faster, more efficient, and fun while keeping everyone on the same page. From great products to long-lasting companies, we believe that nothing great is made alone—comemake with us!

We’re looking for a Director of Sales Operations to lead our International Sales Ops function. This is a unique opportunity to join a high-growth B2B SaaS company and help scale operations across EMEA, Japan, and APAC. You’ll manage teams based in London, Tokyo, and Singapore and serve as a strategic partner to Sales, Finance, and other key stakeholders. Your work will shape Figma’s GTM expansion across our international sales org and ensure operational excellence as we grow. The ideal candidate is a thoughtful leader with a strong analytical foundation and deep experience in these regions.

This is a full-time role based in our London office.

What you'll do at Figma:

• Lead the International Sales Operations function across APAC, Japan, and EMEA, providing strategic and operational support to regional Sales teams
• Manage and develop a growing team, including two analysts, with future potential to expand regional coverage
• Own regional forecasting, performance management, territory planning, and quota execution, ensuring consistency with global standards while addressing local needs
• Partner with GTM Strategy, BizOps, Partnerships, and Finance to evaluate new market opportunities, support international expansion, and influence strategic decisions
• Collaborate with Sales Systems and Enablement to scale systems, workflows, and tooling tailored to each region
• Provide leadership, structure, and operational discipline to improve sales accountability and execution

We’d love to hear from you if you have:

• 8-10+ years of experience in Sales Operations, Revenue Operations, or Strategy, with at least 3+ years managing teams
• A proven track record of supporting complex B2B SaaS sales motions in global organizations, ideally across APAC, Japan, and EMEA
• Experience building and leading teams that drive transformational projects and deliver proactive, strategic insights
• Strong cross-functional leadership skills and the ability to influence senior stakeholders across Sales, Strategy, Finance, and Systems
• A bias for action, comfort with ambiguity, and the ability to balance global priorities with local execution

While it’s not required, it’s an added plus if you also have:

• Prior experience working in high-growth SaaS environments with evolving org structures and international expansion initiatives
• Experience supporting channel or reseller sales in JAPAC or EMEA markets

At Figma, one of our values is Grow as you go. We believe in hiring smart, curious people who are excited to learn and develop their skills. If you’re excited about this role but your past experience doesn’t align perfectly with the points outlined in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.

At Figma we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our product and our community to flourish. Figma is an equal opportunity workplace - we are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity/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 [e-mail]. These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities.

Examples of accommodations include but are not limited to:

• Holding interviews in an accessible location
• Enabling closed captioning on video conferencing
• Ensuring all written communication be compatible with screen readers
• Changing the mode or format of interviews

To ensure the integrity of our hiring process and facilitate a more personal connection, we require all candidates keep their cameras on during video interviews. Additionally, if hired you will be required to attend in person onboarding.

By applying for this job, the candidate acknowledges and agrees that any personal data contained in their application or supporting materials will be processed in accordance with Figma's Candidate Privacy Notice.