Strategic Partner Manager

Jackalope Digital LLC; San Francisco, Northern (CA, KY); Hybrid; USD 169,000 - 296,000; Full time

Benefits offered by this job

Equity

Health, dental, and vision coverage

Paid time off

Job summary

Figma is seeking a strategic Business Development & Partnerships leader to oversee a small portfolio of 3–5 strategic technology partners, aligning product roadmaps and executive relationships to drive joint success.

You will work with Product, Engineering, Marketing, and Legal to prioritize integrations, negotiate terms, and execute go-to-market plans, while tracking impact and managing risk. This is a full-time, remote role in the United States with equity and a comprehensive benefits package.

Qualifications

• 10+ years of experience in strategic technology partnerships, including leadership and executive relationship management.
• Strong written, verbal, and presentation communication skills, able to translate business and technical concepts.
• Experience working cross-functionally with product, engineering, marketing, and legal teams.
• Experience negotiating complex partner agreements and managing risk and escalations.

Responsibilities

• Own end-to-end relationships for a portfolio of strategic technology partners across developer tooling, enterprise, OS, and hardware ecosystems.
• Develop and maintain living partner strategy with joint goals, roadmaps, stakeholder maps, and executive plans.
• Lead cross-functional workstreams with Product and Engineering to prioritize integrations and track roadmap delivery.
• Drive commercial fundamentals by aligning stakeholders on terms and negotiating contracts.
• Develop and execute go-to-market plans with Marketing and Communications for joint launches and co-marketing moments.
• Prepare recurring and ad hoc partner meetings including executive briefings to drive momentum.
• Define and track success metrics and report impact to BD leadership and cross-functional stakeholders.

Skills

Strategic partnerships

Executive communication

Cross-functional collaboration

Contract negotiation

Analytical thinking

Tools

APIs & extensibility

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 Business Development & Partnerships team aims to advance our company goals by working with partners to augment product experiences, drive user engagement, accelerate user and revenue growth, distribute our products and services, and raise brand awareness. As Figma’s product portfolio and user base continue to evolve, the team plays a critical role in connecting our platform to a broader network of builders, developers, and solution partners.

We’re looking for a strategic thinker and relationship builder with the humility, depth, and technical aptitude to build trust with both internal and partner executives, and drive alignment across working groups and BD leadership. In this role you’ll collaborate extensively with cross-functional teams, especially in our product organization as you manage a small set of strategic partners to drive meaningful impact for Figma, our partners, and users. If you love solving ambiguous problems, aligning stakeholders, and creating win‑win opportunities with partners, this may be the role for you!

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 Figma:

• Own the end-to-end relationship for a small, fixed portfolio of 3-5 of Figma’s most strategic technology partners, including large, multi-product platform companies across developer tooling, enterprise productivity & collaboration, operating system and hardware ecosystems
• Build and maintain a living strategy for each partnership, including joint goals, product and integration roadmaps, stakeholder maps, and executive relationship plans. Drive alignment across leadership and cross-functional teams to execute against plans
• Lead cross-functional workstreams that bring partnerships to life, partnering closely with Product and Engineering to prioritize integrations, coordinate early access to new platform capabilities where relevant, and track delivery against roadmap commitments
• Own the commercial fundamentals of each relationship by aligning internal stakeholders on terms, leading complex contract negotiations, and proactively managing risk and escalations
• Build and execute go-to-market plans with Marketing and Comms for joint launches, co‑marketing moments, event sponsorships, and other strategic opportunities
• Prepare and facilitate recurring and ad hoc partner meetings, including executive briefings, to drive alignment, decisions, and momentum across internal and external stakeholders.
• Define and track success metrics for each partnership, and report impact to BD leadership and cross‑functional stakeholders

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

• 10+ years of experience, with 5+ years managing large, complex, strategic technology partnerships end-to-end, including, strategy setting, commercial negotiation and executive relationship management
• Strong written, verbal, and presentation communication skills, including comfort presenting to executives; able to translate between business and technical concepts e.g., APIs, MCP, and extensibility platforms
• Strong analytical, organizational, and prioritization skills; Ability to plan, coordinate, and prioritize a small number of deep, sophisticated workstreams simultaneously
• Experience working cross-functionally with product, engineering, marketing, research, operations, legal, and other internal partners to move initiatives from concept to launch
• Comfort operating in fast-moving, ambiguous environments and proactively surfacing solutions

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

• Experience with enterprise software, developer tools, or workplace collaboration ecosystems
• Experience managing partnerships with large, multi-product platform companies specifically

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:

$169,000 — $296,000 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.