EMEA SMB Sales Director

Figma; Greater London; Hybrid; GBP 150,000 - 210,000; Full time

Job summary

Figma, a leading design platform, is hiring a Director, SMB Sales (EMEA) to lead a team of frontline managers and Account Executives across Europe, the Middle East, and Africa. You will drive a high-volume sales motion, partner with cross-functional leaders, and report to the VP of Commercial Sales.

This full-time role can be held from any of our EMEA hubs. We value growth mindset, collaboration, and customer impact, and offer opportunities to shape SMB strategy globally.

Qualifications

• 8+ years leading SaaS sales organizations, including 4+ years in sales management.
• Led distributed sales teams across multiple countries and EM EA markets.
• Experience scaling SMB/Commercial SaaS sales in a high-growth company.
• Exceeding revenue targets while improving forecasting and sales processes.
• Coach leaders, develop talent, and build inclusive teams that perform.

Responsibilities

• Lead, develop, and inspire a team of frontline managers and Account Executives in SMB Sales, EMEA.
• Scale the SMB business by driving forecasting, pipeline management, inspection, and revenue execution.
• Partner with SMB leaders across the Americas and JAPAC to create a globally consistent sales motion.
• Recruit, hire, and develop exceptional sales leaders and future mid-market leaders.
• Coach managers through forecast reviews, pipeline inspections, deal strategy, and performance management.
• Use data to identify opportunities, test new strategies, and improve territory design and conversion.
• Collaborate with Operations, Enablement, Marketing, Solutions Consulting, Customer Experience, and Product to evolve SMB strategy.
• Serve as executive sponsor for strategic customer opportunities and reflect EMEA voice in global SMB evolution.

Skills

Sales leadership

Distributed teams

Data-driven decision-making

Forecasting & pipeline management

Coaching & talent development

Tools

MEDDIC/MEDDICC

Job description

Figma, a leading design platform, is hiring a Director, SMB Sales (EMEA) to lead a team of frontline managers and Account Executives across Europe, the Middle East, and Africa. You will drive a high-volume sales motion, partner with cross-functional leaders, and report to the VP of Commercial Sales.

This full-time role can be held from any of our EMEA hubs. We value growth mindset, collaboration, and customer impact, and offer opportunities to shape SMB strategy globally.