Director, Solutions Consulting

About the role

Figma is seeking a Director to lead the AMER Solutions Consulting teams spanning Mid-Market, Enterprise, and Strategic segments. In this role, you will define and shape the strategic approach for how the Solutions Consulting organization partners with Sales, engages customers, and drives new business growth. You will own the end-to-end customer journey from initial discovery through proof of concept and into scaled adoption. This position operates within the Sales organization and is responsible for demonstrating the full value of the Figma platform. A core part of the role is helping customers envision technical possibilities and translating those visions into actionable outcomes. You will act as a strategic operator who balances people, process, and technology to scale a high-impact consulting team. Success in this role will be measured by the team's ability to influence revenue, strengthen customer relationships, and elevate Figma's position as a platform leader.

Key facts

What you'll do

• Build, develop, and motivate Solutions Consultants and their leaders through scalable, data-informed processes tied to team and company objectives.
• Collaborate with Sales leadership to hit targets across assigned regions and deliver strong pre-sales results while maintaining high levels of customer satisfaction.
• Track and manage AMER Solutions Consulting performance, including influenced ARR, pipeline creation, and activity metrics to guide decision-making.
• Refine and scale core processes such as discovery, technical qualification, POCs, and trials while creating initiatives to grow consultant capabilities and efficiency.
• Serve as a technical executive sponsor, building relationships with customer executives and stakeholders to move complex deals forward.
• Hire, coach, and develop the AMER Solutions Consulting leadership team to ensure consistent execution and continuous improvement.
• Channel customer feedback and insights to Product and Engineering teams to inform product direction and validate market needs.
• Represent Figma at regional industry events as a thought leader, strengthening the brand and expanding our influence in the market.
• Partner with Finance to model team performance, forecast results, and align compensation plans with business outcomes.
• Define and document playbooks for consultative selling, discovery, and proof of concept execution to standardize best practices.
• Drive adoption of Figma platform features through hands-on workshops, enabling customers to unlock greater value from their investment.
• Work closely with Customer Success to ensure smooth transitions from sales engagements to long-term adoption and expansion.

Requirements

• 10+ years in customer-facing technical sales roles within SaaS, with a strong track record of consultative and solution-based selling.
• 6+ years of management experience, including at least 2 years managing managers rather than individual contributors in Solutions Consulting or Sales Engineering.
• Demonstrated ability to lead and grow high-performing teams across multiple time zones while coaching them to consistently meet or exceed goals.
• Proven success partnering with regional Sales leadership on go-to-market strategy and iterating based on data, insights, and market feedback.
• Strong cross-functional influence with Product, Customer Experience, and Engineering teams to drive alignment and execution.
• Solid grasp of the technical and competitive landscape, including how design and prototyping tools fit into broader product workflows.
• Comfort thriving in a fast-changing, growing environment where priorities evolve quickly and agility is essential.
• Experience managing complex, multi-stakeholder enterprise deals and navigating lengthy sales cycles with professionalism.
• Excellent verbal and written communication skills, with the ability to translate technical concepts for executive audiences.
• Commitment to maintaining the highest standards of integrity, collaboration, and customer obsession in every interaction.

Nice to have

• Familiarity with the MEDDICC sales qualification framework and how it applies to enterprise software sales.
• Previous experience managing managers and building scalable leadership development programs.
• Prior Figma, design, or development background that adds credibility when engaging with technical stakeholders.

Practical notes

• Annual base salary range: $258,400 to $348,000 USD; actual compensation depends on experience, impact, and location.
• Equity included, plus health, dental, and vision coverage; retirement benefits with company contributions; parental leave and family planning support; mental health and wellness benefits; paid time off and sick leave; company recharge days; cell phone and home internet reimbursements; lifestyle spending accounts.
• Sales incentive compensation applies to most sales roles.
• Candidates must keep cameras on during video interviews.
• In-person onboarding required if hired.
• Accommodation requests can be sent to accommodations-ext@figma.com.