Director, Sales Development

Figma; San Francisco (NY, CA); Remote; USD 146,000 - 190,000; Full time

Job summary

An established industry player is seeking a Director of Sales Development to lead a dynamic team focused on engaging and expanding a rapidly growing customer base. This role involves building a high-performing global team, streamlining sales processes, and collaborating with leadership across various departments. The ideal candidate will have extensive sales experience, a proven track record in pipeline generation, and a creative problem-solving mindset. Join a company that values growth, collaboration, and innovation in a supportive environment where your contributions will make a significant impact.

Qualifications

• 10+ years of sales experience, preferably in SaaS.
• 5+ years leading a global SDR team of 30+.

Responsibilities

• Build and inspire a global SDR team to deliver results.
• Create scalable processes and playbooks for pipeline goals.

Skills

Sales Experience

Team Leadership

Pipeline Generation

Creative Problem Solving

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—come make with us!

Figma is looking for a Director, Sales Development to join our dynamic team of creatives, engineers, marketers, and brilliant business folks. As a Director, Sales Development, you will lead a team of Managers and Sales Development Representatives responsible for the engagement, qualification, and expansion 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. With this role, you will unify our existing Sales Development teams across the Americas, EMEA, and JAPAC. You will streamline our inbound and outbound motions across all sales segments that will generate potential opportunities for the Figma sales team. You will partner with strategic leadership across Sales, Marketing, and Operations. This role reports to the VP, Commercial Sales.

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

What you'll do at Figma:

• Build, develop, and inspire a hard-working global SDR team that consistently delivers results across inbound and outbound workflows, ensuring high-quality engagement with prospects and customers.
• Recruit, onboard, and develop top-tier talent, cultivating a team of high performers through impactful coaching, mentorship, and growth opportunities.
• Create scalable, data-driven processes and playbooks that enable the team to achieve and exceed pipeline and revenue goals, while maintaining a strong focus on customer experience.
• Manage and analyze the performance of the SDR organization, including forecasting, pipeline and revenue generation, and activity metrics to ensure alignment with company objectives.
• Optimize and continuously refine workflows to improve inbound response times and outbound engagement, driving top-of-funnel growth in a PLG environment to drive improvements across all regions and segments.
• Lead with empathy, fostering a collaborative and inclusive culture where team members feel supported and empowered to achieve their best work.
• Collaborate with Sales, Marketing, and Operations leadership to develop strategies that leverage data and other insights for day-to-day execution and long-term planning.

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

• 10+ years of sales experience (preferably within SaaS).
• 5+ years experience leading an SDR team of 30+, including managers that directly report to you (global responsibility preferred).
• Proven track record of consistently achieving and exceeding pipeline generation and revenue objectives.
• Experience defining processes, building playbooks for others to follow in a fast-growing company.
• Experience building, scaling and leading a team with both inbound and outbound responsibilities while maintaining a strong focus on people, culture, and results.
• A creative problem-solving mindset and the ability to implement unique solutions aligned with business objectives.
• Highly collaborative approach with the ability to navigate change and align teams around common objectives.

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

• Understanding of Figma’s technical and competitive landscape.
• Experience working in a PLG organization.

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 anyway. You may be just the right candidate for this or other roles.

Pay Transparency Disclosure

If based in Figma’s San Francisco or New York hub offices, this role has the annual base salary range stated below.

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. The listed range is a guideline, and the range for this role may be modified. 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.

Annual Base Salary Range (SF/NY Hub):

$146,300 - $189,700 USD

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.

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.

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