Figma
Manager, Distribution Partnerships
San Francisco, CA • New York, NY • United States · Full-time
Sponsorship not specified$185k-$317kDetected 1 day ago
FigmaUI DesignBusiness DevelopmentProcurementPerformance ManagementCustomer SuccessLeadershipCommunicationCollaborationMentoring
About the role
- 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 the power of strategic alliances.
- This is a full time role that can be held from one of our US hubs or remotely in the United States.
Responsibilities
- Lead, develop, and manage a team of 2 to 3 Distribution Partner Managers across North America (this may grow over time based on results and quantifiable impact); 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); includes 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; includes identifying new types of distribution partners and leading 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
- Figma's platform helps teams bring ideas to life-whether you're brainstorming, creating a prototype, translating designs into code, or iterating with AI.
- If you're excited to shape the future of design and collaboration, join us!
- At Figma we celebrate and support our differences.
- 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
Requirements
- 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
- Additionally, if hired you will be required to attend in person onboarding.
Nice to have
- Previous time inside a global SI or professional services firm in a client-delivery or alliance management capacity
Compensation
- $185,000 - $317,000 USD
- 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 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.
- 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:
Benefits
- These modifications enable an individual with a disability to have an
- 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.
Company info
- Figma is growing our team of passionate creatives and builders on a mission to make design accessible to all.
- 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.
Equal opportunity
- If you require accommodation, please reach out to accommodations-ext@figma.com.
- equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities.
Visa & Work Authorization
- 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 cha
This listing is sourced directly from Figma's careers page and normalized into a canonical job model.