Manager, Distribution Partnerships

Figma; United States; On-site; USD 185,000 - 317,000; Full time

Benefits offered by this job

Equity

Health insurance

Dental coverage

Vision coverage

Retirement plan

Parental leave

Wellness benefits

Paid time off

Bonus plan

Sales incentives

Job summary

Figma is seeking a Senior Partnerships Leader to manage AMER distribution partnerships and own complex executive‑level alliances with global SIs and major service partners. You will lead a small team of Distribution Partner Managers, shape partner programs, and drive partner-influenced revenue with cross-functional influence across Sales, Marketing, and Product.

You’ll build scalable playbooks, recruit new partner types, and engage VP+ stakeholders to secure strategic investments and mutual

Qualifications

• 12+ years of professional experience in partnerships, business development, strategic alliances, or related GTM roles.
• 3+ years of direct people management experience in a high-growth SaaS company.
• Proven track record of executive-level relationship management with global SIs or Tier-1 consulting firms.
• Experience building partner programs or engagement frameworks from scratch.
• Demonstrated player/coach mentality handling both management and individual contributor work.
• Strong cross-functional influence with VP-level stakeholders.

Responsibilities

• Lead, develop, and manage a team of 2 to 3 Distribution Partner Managers across North America.
• Personally own and manage complex partner relationships with large services organizations; include executive-level engagement and revenue outcomes.
• Build program playbooks, partner engagement frameworks, and onboarding models from scratch.
• Develop new partner strategies for emerging opportunities and recruit new partner types.
• Represent the distribution partnerships function with senior stakeholders across Sales, Marketing, CS, GTM Ops, and Product.

Skills

Partnerships

Business development

Strategic alliances

GTM leadership

Executive relationship management

Program development

Cross-functional influence

People management

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.

Figma's distribution partnerships team is passionate about unlocking new sources of revenue and hyper‑scaling growth through strategic alliances. We are looking for an experienced senior partnerships leader to manage and develop our AMER distribution partnerships team while personally owning Figma’s most strategically complex global alliances—including our relationships with global system integrators and high‑priority service partners.

What you’ll do at Figma

• Lead, develop, and manage a team of 2 to 3 Distribution Partner Managers across North America; provide consistent coaching, clear goal‑setting, and formal performance management.
• Personally own and manage complex partner relationships with large services organizations (such as global SIs, major agencies, and consulting firms); include executive‑level engagement, mutual success planning, and driving positive post‑sale outcomes / partner‑influenced revenue.
• Build program playbooks, partner engagement frameworks, and onboarding models from scratch—creating scalable tools that the global distribution partner team can adopt and execute.
• Develop new partner strategies for emerging, high‑growth opportunities at Figma; identify new types of distribution partners and lead early‑stage partner recruitment.
• Represent the distribution partnerships function with VP+ stakeholders across Sales, Marketing, Customer Success, GTM Operations, and Product; serve as a senior voice for the partner program in cross‑functional forums.

We’d love to hear from you if you have

• 12+ years of professional experience in partnerships, business development, strategic alliances, or related GTM roles.
• 3+ years of direct people management experience, including full performance cycles (goal‑setting, coaching, performance management) for ICs at a high‑growth SaaS company.
• Proven track record of personally managing executive‑level relationships with global SIs or Tier‑1 consulting firms while driving measurable commercial outcomes.
• Experience building partner programs or engagement frameworks from scratch—not just inheriting and refining mature, established programs.
• Demonstrated player/coach mentality—comfortable being both a manager and a hands‑on individual contributor at the same time.
• Strong cross‑functional influence skills—represent the partner function credibly with VP‑level stakeholders to successfully gain buy‑in for partner investments.

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

• Knowledge of US Federal or public sector partner motions and procurement processes.
• Experience developing partner programs in Latin America, including Spanish and/or Portuguese language skills.
• Previous time inside a global SI or professional services firm in a client‑delivery or alliance management capacity.
• Familiarity with UX/UI design principles, collaboration tools, and AI‑supported digital product development workflows.

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. 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.

Annual Base Salary Range: $185,000—$317,000 USD

Equal Employment Opportunity Statement

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.

Accommodation Statement

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.

• 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

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.