Distribution Partner Manager, LATAM

Figma; United States; Remote; USD 140,000 - 296,000; Full time

Benefits offered by this job

Health insurance

Dental coverage

Vision coverage

Retirement benefits

Parental leave

Wellness benefits

Paid time off

Equity

Job summary

Figma seeks a senior leader to scale LATAM partnerships, driving strategic alliances with agencies, SIs, and consultancies across Brazil, Mexico, Argentina, Colombia, and beyond. You will shape GTM motions to accelerate revenue, adoption, and product integration for our design platform.

You will build and manage a comprehensive partner program, collaborate with sales, marketing, and product teams, and expand AI product reach through partner networks.

Qualifications

• 10+ years of total experience in equivalent or relevant fields.
• 4+ years of experience working with external partners to advance customer and GTM efforts - including SIs, agencies, and consulting firms - across multiple LATAM markets.
• Built new partner strategies, tactics, and programs from scratch while personally managing relationships with multiple strategic partners at once.
• Fluency in English, Spanish, and Portuguese
• Ability to travel once per month

Responsibilities

• Identify, evaluate, and execute new strategic opportunities for the company that require complementary GTM partners
• Research, analyze, onboard, and activate new organizations into the company’s formal distribution partner program
• Manage existing service and commercial partners to drive revenue for the company and meet the needs of our LATAM customers
• Partner with the company’s GTM teams to source, scope, and progress partner-influenced opportunities
• Create repeatable service offering playbooks that partners can execute to drive deeper adoption and product retention
• Expand the usage and adoption of the company’s AI products in our customers through the strategic reach and influence of partners
• Educate the wider partner ecosystem on the company’s products, services, and capabilities in tandem with the partner enablement team
• Develop and nurture internal relationships with sales, marketing, customer experience, and product teams; understand their needs, advocate for our partners, and find new areas of collaboration

Skills

Strategic partnerships

Partnership management

GTM collaboration

English fluency

Spanish fluency

Portuguese fluency

Travel willingness

Job description

the company is growing our team of passionate creatives and builders on a mission to make design accessible to all. the company’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, the company 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!

the company’s distribution partnerships team is focused on 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 the company’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 select commercial partners (resellers) across the LATAM region. This includes driving revenue growth and supporting customers in Brazil, Mexico, Argentina, Colombia, Chile, and beyond.

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

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 the company:

• Identify, evaluate, and execute new strategic opportunities for the company that require complementary GTM partners

• Research, analyze, onboard, and activate new organizations into the company’s formal distribution partner program

• Manage existing service and commercial partners to drive revenue for the company and meet the needs of our LATAM customers

• Partner with the company’s GTM teams to source, scope, and progress partner-influenced opportunities

• Create repeatable service offering playbooks that partners can execute to drive deeper adoption and product retention

• Expand the usage and adoption of the company’s AI products in our customers through the strategic reach and influence of partners

• Educate the wider partner ecosystem on the company’s products, services, and capabilities in tandem with the partner enablement team

• Develop and nurture internal relationships with sales, marketing, customer experience, and product teams; understand their needs, advocate for our partners, and find new areas of collaboration

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

• 10+ years of total experience in equivalent or relevant fields

• 4+ years of experience working with external partners to advance customer and GTM efforts - including SIs, agencies, and consulting firms - across multiple LATAM markets

• Built new partner strategies, tactics, and programs from scratch while personally managing relationships with multiple strategic partners at once

• Fluency in English, Spanish, and Portuguese

• Ability to travel once per month

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

• Worked at a service organization or channel partner in a direct GTM role

• Spent time in the design or digital product development space

• Experience selling to product-oriented and technical audiences

• Experience with UX/UI design principles and collaboration tools

• Proven experience using a sales methodology such as Command of the Message or MEDDICC

At the company, 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.

the company 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. the company 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. the company 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 the company at any time, consistent with applicable law.

Annual Base Salary Range:

$140,000—$296,000 USD

At the company 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. the company 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