Distribution Partner Manager

WinsAbove; San Francisco, New York (CA, NY); Remote; USD 140,000 - 296,000; Full time

Benefits offered by this job

Equity for employees

Comprehensive health, dental, vision

Retirement benefits

Parental leave and family planning

Mental health and wellness benefits

Generous PTO and holidays

Job summary

Figma is expanding its partnerships organization to drive distribution, revenue, and co-selling motions with agencies, SIs, consultancies, ISVs, and resellers across the globe. This full-time role can be based in New York City, San Francisco, or be remote within the United States.

You will identify and onboard qualified partners, manage partner relationships across AMER, and work with GTM teams to scale revenue through new initiatives and programs.

Qualifications

• 10+ years in partnerships or GTM roles.
• 3+ years with external GTM partners (SIs, agencies, resellers).
• Proven ability to build partner programs from scratch with revenue goals.
• Experience managing multiple strategic partner relationships and driving revenue.

Responsibilities

• Identify, evaluate, and execute new strategic distribution opportunities with complementary GTM partners.
• Manage and grow relationships with service and commercial partners across AMER, including public sector and Federal clients.
• Partner with GTM teams to source, scope, and progress partner-influenced opportunities and co-marketing motions.
• Evaluate and mature indirect sales motions to streamline execution and long-term growth.
• Educate and enable the partner ecosystem on products, services, and AI capabilities with cross-functional collaboration.

Skills

Partnerships

Business development

Partner programs

Relationship mgmt

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

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.

• Figma offers equity to employees, as well as a competitive package of additional benefits, including health, dental, and vision coverage
• retirement benefits with company contributions
• parental leave and reproductive or family planning support
• mental health and wellness benefits
• and paid time off. Figma provides paid sick leave, holidays, and other leave benefits in compliance with applicable federal, state, and local laws, including the requirements of the Washington Minimum Wage Act and related regulations.
• Exempt employees are eligible for employer‑provided paid flexible PTO in addition to flexible paid sick leave.
• PTO is subject to manager approval. Additional benefits may include company recharge days, cell phone and home internet reimbursements, and a number of lifestyle spending accounts.
• Figma also offers sales incentive compensation for most sales roles and an annual bonus plan for eligible non‑sales roles.
• All compensation and benefits are subject to applicable plan terms and may be modified by Figma at any time, consistent with applicable law.

Annual Base Salary Range: $140,000 — $296,000 USD

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