Director, Mid-Market Sales

Figma; San Francisco (CA); On-site; USD 120,000 - 180,000; Full time

Job summary

A leading company in the SaaS industry is seeking a Director of Mid-Market Sales to lead a dynamic team. This role involves building relationships, managing sales teams, and developing strategies to drive growth. Ideal candidates will have extensive experience in SaaS sales and a strong leadership background.

Qualifications

• 8+ years in SaaS Sales.
• 4+ years in management, including 2+ years in second-line leadership.
• Experience leading large sales teams of 40+ members.

Responsibilities

• Build, develop, and inspire a team of Account Executives.
• Manage and analyze performance metrics, including forecasting and pipeline.
• Collaborate with Marketing, Sales, and Operations on strategies.

Skills

SaaS Sales

Leadership

Sales Strategy

Performance Metrics

Customer Engagement

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 seeking a Director, Mid-Market Sales to join our dynamic team of creatives, engineers, marketers, and business professionals. As a Director, you will lead a team of Account Executives responsible for engaging, expanding, and retaining our growing customer base. We are not a typical sales organization, and we expect creative thinking and innovation from you. This role offers an opportunity to be foundational in our fast-growing sales team, building meaningful relationships with customers that impact both experience and revenue. You will report to the VP of Commercial Sales.

This is a full-time role, based in one of our US hubs or remote within the United States.

What you'll do at Figma:

1. Build, develop, and inspire a team of Account Executives and leaders using scalable, data-driven processes aligned with company goals.
2. Interview, hire, and train new team members to support business growth.
3. Develop a strong pipeline of talent for future Enterprise Sales and Leadership roles.
4. Manage and analyze performance metrics, including forecasting, pipeline, and activity tracking.
5. Coach team members through pipeline, deal reviews, and training programs.
6. Develop and refine growth and acquisition strategies based on data and customer insights.
7. Collaborate with Marketing, Sales, and Operations to execute top-of-funnel strategies and territory planning.
8. Take accountability for customer engagement and growth as an executive deal sponsor.

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

• 8+ years in SaaS Sales
• 4+ years in management, including 2+ years in second-line leadership
• Experience leading large, collaborative sales teams of 40+ members
• Deep understanding of Mid-Market SaaS sales processes and experience in a PLG environment (Force Management and MEDDICC preferred)
• Proven success in exceeding revenue targets
• Knowledge of the technical and competitive landscape
• Ability to adapt in a dynamic environment

Nice to have:

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

At Figma, we value growth and encourage curious, smart individuals to apply, even if your experience doesn't match every requirement exactly.