Director, Mid-Market Sales

About the role

Figma is seeking a Director to lead the Mid-Market sales organization, concentrating efforts on organizations that employ between 500 and 5,000 employees. You will own the management and scaling of a team of Account Executives and Managers to drive revenue, customer retention, and expansion through strategic sales motions. This position will report directly to the Senior Director of Mid-Market. You will implement territory planning, account mapping, and quota frameworks to structure the sales approach. The role requires coaching staff on multi-threading strategies across Product, Engineering, Design, and IT departments to unlock value. You will enforce MEDDICC qualification methodologies to ensure repeatable and predictable sales execution. Acting as an executive sponsor for key accounts, you will assist in navigating and closing complex deals. Tracking pipeline, forecasting, and competitive metrics will be essential to provide actionable insights to senior leadership. You will build a culture of proactive demand generation by aligning Figma products with client business goals and outcomes.

Key facts

What you'll do

• Manage and scale a team of Account Executives and Managers to optimize performance and results.
• Implement territory planning, account mapping, and quota frameworks to structure the sales organization.
• Coach staff on multi-threading strategies across Product, Engineering, Design, and IT departments to build cross-functional relationships.
• Enforce MEDDICC qualification methodologies to ensure repeatable sales execution and high-quality opportunities.
• Collaborate with Marketing, RevOps, and Solutions Consulting on integrated go-to-market strategies and campaigns.
• Act as an executive sponsor for key accounts and assist in closing complex deals with multiple stakeholders.
• Track pipeline, forecasting, and competitive metrics to provide insights and drive data-driven decisions to senior leadership.
• Build a culture of proactive demand generation by aligning Figma products with client business goals and strategic initiatives.
• Develop and execute sales playbooks tailored to the mid-market segment to improve win rates and sales efficiency.
• Partner with Customer Success to ensure smooth onboarding and retention strategies that drive expansion revenue.
• Identify and pursue new business opportunities within existing accounts to maximize lifetime value.
• Conduct competitive analysis and adjust sales tactics to maintain a strong position in the design tool marketplace.

Requirements

• 8+ years of SaaS sales experience with a consistent track record of achievement.
• 4+ years of sales leadership experience, including at least 2 years in second-line management roles.
• Proven track record of exceeding net new revenue targets and driving growth in mid-market segments.
• Expertise in enterprise sales methodologies like MEDDICC to structure complex sales cycles.
• Experience recruiting, developing, and retaining high-performing sales teams in a fast-paced environment.
• Ability to engage and influence C-suite and VP-level stakeholders through compelling value propositions.
• Experience building and operationalizing sales playbooks and go-to-market strategies for scalable execution.
• Strong analytical skills to interpret pipeline data, forecast accuracy, and market trends effectively.
• Excellent communication and presentation skills to articulate Figma's value to diverse audiences.
• Demonstrated ability to work independently and collaboratively in a hybrid or remote-first environment.
• Commitment to maintaining high standards of ethics, transparency, and customer focus in all sales activities.

Nice to have

• Background at a company that transitioned from product-led growth to consultative enterprise sales.
• Familiarity with Figma's ecosystem or experience in design, UX, and developer tools.
• Proficiency in Command of the Message to position Figma effectively against competitors.

Practical notes

• Compensation includes base salary, equity, sales incentive compensation, and a comprehensive benefits package.
• Benefits include health, dental, and vision coverage, retirement contributions, parental leave, and mental health support.
• Candidates must keep cameras on during video interviews as part of the hiring process.
• In-person onboarding is required for new hires to ensure integration with the team and company culture.
• Figma is an equal opportunity employer and provides reasonable accommodations for applicants with disabilities via accommodations-ext@figma.com.

This role is integral to scaling the mid-market business and requires a leader who can inspire teams, execute with precision, and drive sustainable revenue growth. The successful candidate will thrive in a dynamic environment where collaboration, data, and customer-centricity are paramount. The position demands a strategic thinker who can balance short-term wins with long-term planning. You will be responsible for setting the tone and direction for the mid-market sales organization. The role requires resilience, adaptability, and a passion for solving complex business problems through sales. You will work closely with cross-functional partners to ensure alignment between product development and market needs. The ability to navigate enterprise-level sales processes while maintaining a focus on mid-market efficiency is critical. This position offers the opportunity to have a significant impact on the growth trajectory of Figma's market presence. Success in this role will be measured by revenue attainment, team development, and customer satisfaction.