Director, Sales Development

Figma; San Francisco (CA); On-site; USD 146,000 - 190,000; Full time

Job summary

Figma is seeking a Director, Sales Development to lead a dynamic team focused on engaging and qualifying a rapidly growing customer base. This role is critical to unify existing teams across regions, streamline workflows, and enhance customer experiences in a creative and collaborative environment.

Benefits

Health, dental & vision benefits

Retirement plan with company contribution

Generous PTO and recharge days

Learning & development stipend

Work from home stipend

Sales incentive pay

Annual bonus plan

Qualifications

• 10+ years of sales experience, preferably within SaaS.
• Experience leading a global SDR team of 30+.
• Proven track record of achieving pipeline generation and revenue objectives.

Responsibilities

• Lead a global SDR team ensuring high-quality engagement with prospects.
• Create scalable processes for pipeline and revenue goals.
• Collaborate with sales and marketing leadership for day-to-day execution.

Skills

Sales Experience

Leadership

Coaching

Collaboration

Creative Problem-Solving

Job description

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Figma is growing our team of passionate creatives and builders on a mission to make design accessible to all. Figma’s platform helps teams bring ideas to life—whether you're brainstorming, creating a prototype, translating designs into code, or iterating with AI. From idea to product, Figma empowers teams to streamline workflows, move faster, and work together in real time from anywhere in the world. If you're excited to shape the future of design and collaboration, join 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 everyday, 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 will be held from our NYC or SF Hub (in-person 2 days/week)

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 anyways. 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.

Figma offers equity to employees, as well a competitive package of additional benefits, including health, dental & vision, retirement with company contribution, parental leave & reproductive or family planning support, mental health & wellness benefits, generous PTO, company recharge days, a learning & development stipend, a work from home stipend, and cell phone reimbursement. Figma also offers sales incentive pay for most sales roles and an annual bonus plan for eligible non-sales roles. Figma’s compensation and benefits are subject to change and may be modified in the future.

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.

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.

Seniority level

• Seniority level

  Director

Employment type

• Employment type

  Full-time

Job function

• Job function

  Sales and Business Development

• Industries

  Design Services

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