Director, Mid-Market Sales

Figma; New York (NY); On-site; USD 130,000 - 180,000; Full time

Job summary

Figma is seeking a Director of Mid-Market Sales to lead a team of Account Executives, focusing on customer engagement and revenue growth. This full-time role offers the chance to shape a fast-growing sales organization while driving meaningful relationships with customers. Ideal candidates will have extensive SaaS sales experience and a proven track record in leadership.

Qualifications

• 8+ years of experience in SaaS Sales.
• 4+ years in management; 2+ years in second-line leadership.
• Experience leading managers and Mid-Market Account Executives.

Responsibilities

• Build, develop, and inspire a team of Account Executives.
• Manage and analyze performance metrics for the Mid-Market segment.
• Collaborate closely with Marketing, Sales, and Operations.

Skills

SaaS Sales

Leadership

Collaboration

Data-driven decision making

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—come make it with us!

Figma is looking for a Director, Mid-Market Sales to join our dynamic team of creatives, engineers, marketers, and brilliant business folks. As a Director, Mid-Market Sales, you will lead a team of Account Executives responsible for engagement, expansion, and retention of our rapidly growing customer base. You aren't the typical sales leader, and we aren't the typical design tool company. At Figma, we think creatively, lift constraints that block our imagination every day, and we expect you to do the same. This role offers the opportunity to get in at the ground floor of a fast-growing sales organization. You will consult with existing and potential customers, driving meaningful relationships that enhance customer experience and revenue. You will report to the VP of Commercial Sales.

This is a full-time role that can be based in one of our US hubs or remotely in the United States.

What you'll do at Figma:

1. Build, develop, and inspire a team of Account Executives and leaders by creating scalable, data-driven processes that drive team and company goals.
2. Interview, hire, and train new team members as we scale the business.
3. Build a strong pipeline of talent from the Mid-Market team for future Enterprise Sales and Sales Leadership roles.
4. Manage and analyze performance metrics for the Mid-Market segment, including forecasting, pipeline generation, and activity metrics.
5. Coach Sales Leaders and Account Executives through pipeline and forecast reviews, deal reviews, call listening, and training programs.
6. Develop and refine growth and acquisition strategies using data, segment-specific value drivers, and compelling storytelling.
7. Collaborate closely with Marketing, Sales, and Operations to implement top-of-the-funnel strategies, revenue goals, and territory models.
8. Take accountability for engaging and adding new customers as an executive deal sponsor and participant.

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

• 8+ years of experience in SaaS Sales
• 4+ years in management; 2+ years in second-line leadership
• Experience leading managers and Mid-Market Account Executives, preferably with distributed teams
• Proven success leading, building, and growing collaborative sales teams of 40+ members
• Experience in a PLG organization and knowledge of Mid-Market SaaS sales processes (Force Management and MEDDICC preferred)
• A track record of exceeding revenue targets
• Understanding of technical and competitive landscapes
• Ability to thrive in a dynamic, evolving environment

Additional plus if you also have:

• Additional management experience within SaaS
• Experience with Figma or UX/UI background
• Familiarity with Command of the Message or MEDDIC sales methodologies

At Figma, one of our values is Grow as you go. We believe in hiring smart, curious people eager to learn and develop. If you're excited about this role but your experience doesn't perfectly match the outlined points, we encourage you to apply—you might be the right fit for this or other roles.