Distribution Partner Manager

Figma; San Francisco (CA); On-site; USD 136,000 - 288,000; Full time

Benefits offered by this job

Health, dental & vision plans

Retirement plan with company contribution

Generous PTO

Job summary

A leading design platform company is seeking an experienced business development professional for a role focused on strategic partnerships. This position involves managing relationships with external partners, driving revenue growth, and developing partner programs. Applicants should have over 10 years in partnerships or business development, ideally managing multiple partnerships simultaneously. The role offers competitive salary and benefits, with work options in New York City or remotely in the United States.

Qualifications

• 10+ years of experience in partnerships or related GTM roles.
• Experience with external GTM partners such as agencies or consultancies.
• Proven experience in building and executing partner programs.

Responsibilities

• Identify and execute new strategic distribution opportunities.
• Manage relationships with service and commercial partners.
• Educate partners on Figma’s products and services.

Skills

Partnerships management

Business development

Strategic planning

Revenue growth strategies

Education

10+ years of professional experience

Job description

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’s distribution partnerships team is passionate about unlocking new sources of revenue and hyper‑scaling growth through the power of strategic alliances. This includes accelerating go‑to‑market (GTM) efforts, driving adoption of Figma’s platform, and unlocking new use cases via our suite of AI tools. We are looking to hire an experienced business development and partnerships professional to scale our efforts with agencies, systems integrators, consultancies, and commercial partners (resellers) across the globe. This includes driving revenue growth and supporting customers across North America in both commercial and public sectors (government).

This is not a channel sales role – we are focused on new critical initiatives and analyzing how partnerships best serve the long‑term needs of Figma’s business. This is an exciting opportunity to join an emerging team at Figma where you will play an active role in shaping our long‑term partner strategy. You will build new revenue‑focused partner programs from scratch and scale our existing motions to better serve customers as Figma’s platform continues to evolve.

This is a full‑time role that can be held from our New York City or San Francisco hub – or remotely in the United States.

What you’ll do at Figma:

• Identify, evaluate, and execute new strategic distribution opportunities that require complementary GTM partners, and onboard qualified organizations into Figma’s formal partner program
• Manage and grow relationships with service and commercial partners across AMER — including public sector and Federal clients — driving partner‑influenced revenue and aligning on mutual success plans, critical metrics, and documented wins
• Partner with Figma’s GTM teams to source, scope, and progress partner‑influenced opportunities, while identifying new co‑marketing and co‑selling motions that expand reach and unlock new use cases
• Evaluate and mature indirect sales motions in the context of Figma’s established sales model, recommending improvements that streamline execution and support long‑term growth
• Educate and enable the partner ecosystem on Figma’s products, services, and AI capabilities, while building strong cross‑functional relationships with Sales, Marketing, Customer Experience, Product, and other internal partners

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

• 10+ years of professional experience in partnerships, business development, channel, or related GTM roles
• 3+ years of experience handling external GTM partners (e.g., SIs, agencies, consultancies, ISVs, resellers, marketplaces, or referral partners)
• Proven experience building partner programs or strategies from inception to execution, including defining important metrics and revenue goals
• Experience managing multiple strategic partner relationships simultaneously and driving measurable revenue outcomes

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

• Experience working with partners to influence or capture business within the U.S. Federal government
• Worked at a service organization or channel partner in a direct GTM capacity
• Sold to product, design, or technical audiences
• Familiar with UX/UI design principles, collaboration tools, or digital product development workflows
• Exposure to a sales methodology (e.g., MEDDICC, Command of the Message)

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:

$136,000 - $288,000 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.

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.