Director, SMB Sales (EMEA) - Scale & Lead SaaS Growth

Figma; London (KY); Hybrid; USD 159,000 - 238,000; Full time

Job summary

Figma in London seeks a Director of SMB Sales, EMEA to lead frontline managers and Account Executives, scaling a high-volume sales motion across Europe, the Middle East, and Africa. You will partner with Americas and JAPAC to drive consistency, forecast accuracy, and strong revenue delivery.

You’ll recruit and develop leaders, coach through pipeline reviews, and shape the SMB strategy with Operations, Enablement, Marketing, Solutions Consulting, and Product.

Qualifications

• 8+ years of SaaS sales leadership experience.
• Experience leading distributed teams across multiple countries (EMEA).
• Proven track record meeting revenue targets and building scalable sales processes.

Responsibilities

• Lead a team of frontline managers and Account Executives to drive SMB sales in EMEA.
• Scale the SMB business by owning forecasting, pipeline management, and execution against revenue goals.
• Collaborate with Americas and JAPAC to standardize the sales motion across regions.
• Recruit, hire, and develop exceptional sales leaders and future mid-market leaders.
• Coach managers through forecast reviews, pipeline inspections, and deal strategy to improve outcomes.

Skills

SaaS leadership

Team leadership

Forecasting

Tools

Salesforce

HubSpot

Job description

Figma in London seeks a Director of SMB Sales, EMEA to lead frontline managers and Account Executives, scaling a high-volume sales motion across Europe, the Middle East, and Africa. You will partner with Americas and JAPAC to drive consistency, forecast accuracy, and strong revenue delivery.

You’ll recruit and develop leaders, coach through pipeline reviews, and shape the SMB strategy with Operations, Enablement, Marketing, Solutions Consulting, and Product.