Director, Enterprise Sales

About the role

Figma is seeking a sales leader to guide our enterprise strategy and expand our footprint among Fortune 1000 clients. You will manage a team of Account Executives, focusing on customer retention, expansion, and new business acquisition while reporting to the VP of Enterprise and Strategic Sales. In this capacity, you will define the commercial narrative for our most strategic accounts and translate complex product capabilities into clear business outcomes. You will be responsible for building a repeatable sales motion that aligns with the unique dynamics of enterprise design and collaboration workflows. The role requires a proactive approach to forecasting, pipeline management, and ensuring that the sales organization operates with precision and discipline. You will act as a key advisor to the executive team on market positioning and competitive responses. Success in this role will be measured by sustained revenue growth and the ability to develop long-term strategic partnerships.

Key facts

What you'll do

• Lead, hire, and mentor a high-performing team of Account Executives and sales managers to drive enterprise revenue.
• Implement and refine sales playbooks and operational systems to support rapid growth and improve win rates.
• Use data and segment-specific value drivers to test, measure, and improve acquisition and expansion strategies.
• Partner cross-functionally with Design, Engineering, Product Marketing, Customer Success, and Support to increase revenue and improve deal progression.
• Maintain strict accountability for both net-new business generation and existing customer expansion within assigned portfolio segments.
• Develop and execute account plans for strategic enterprise clients, aligning Figma capabilities with specific business objectives.
• Own the end-to-end sales cycle, from initial prospecting through negotiation, contract finalization, and successful adoption.
• Forecast revenue accurately, manage pipeline health, and ensure forecast accuracy within established sales methodologies.
• Coach and develop sales representatives on techniques, negotiation skills, and product knowledge to elevate overall team performance.
• Collaborate with Product and Marketing to provide feedback from the field and influence product roadmap priorities for enterprise customers.
• Monitor competitive landscape dynamics and adjust sales strategies to maintain Figma's position in the design collaboration market.
• Drive adoption of best practices across the sales team to ensure consistency, scalability, and continuous improvement.
• Analyze pipeline metrics and sales performance data to identify bottlenecks and opportunities for optimization.
• Represent Figma at industry events and strategic customer meetings to strengthen brand presence and thought leadership.
• Build and maintain strong relationships with key stakeholders, including executive sponsors and procurement teams.

Requirements

• 10+ years of total sales experience with a track record of success in enterprise environments.
• 3+ years of experience in a management capacity leading a team of sales professionals.
• Proven history of leading and building collaborative, high-output sales teams that exceed targets.
• Prior experience managing both individual Enterprise Account Executives and other managers within a structured organization.
• Demonstrated success in consistently meeting or exceeding sales quotas and revenue goals.
• Strong understanding of B2B sales cycles, particularly in complex enterprise software deployments.
• Experience navigating multi-threaded sales processes involving technical and executive stakeholders.
• Ability to interpret customer business challenges and articulate how Figma's platform addresses those needs.
• Commitment to maintaining high standards of professionalism, integrity, and customer focus in all interactions.

Nice to have

• 1+ years of second-line leadership experience within a B2B SaaS organization.
• Additional management tenure in a SaaS environment, with a deep understanding of subscription-based revenue models.
• Familiarity with Figma or general UX/UI design workflows to engage effectively with product teams and customers.
• Experience applying MEDDIC or Command of the Message sales methodologies to structure complex deals.
• Ability to adapt to a fast-paced, evolving company environment and embrace continuous change.
• Experience working with cross-functional go-to-market teams to align sales strategies with marketing and product launches.
• Knowledge of design systems and digital product development processes as they relate to enterprise adoption.

Practical notes

Compensation includes base salary, equity, and sales incentive compensation. Benefits include health, dental, and vision coverage, retirement contributions, parental leave, mental health support, and flexible PTO. Candidates must keep cameras on during video interviews and attend in-person onboarding if hired. Figma is an equal opportunity employer and provides reasonable accommodations for applicants with disabilities via accommodations-ext@figma.com.