Field Enablement Manager

About the role

Figma is seeking a Field Enablement Manager to enhance sales effectiveness throughout the AMER region. This role will be in shaping the enablement strategy and roadmap for various market segments, including Mid-Market, Enterprise, and Strategic accounts. You will collaborate closely with regional sales leaders to create and implement programs that drive measurable improvements in sales performance. This position is highly interactive and focused on real-world execution, prioritizing tangible outcomes over administrative tasks.

Key facts

What you'll do

• Work in partnership with Sales Leadership and frontline managers to enhance the quality of the sales pipeline, improve deal progression, and increase win rates.
• Convert global enablement initiatives into customized execution strategies for Mid-Market, Enterprise, and Strategic teams.
• Analyze seller and manager behaviors to identify gaps and develop targeted enablement initiatives that align with active pipelines and current deals.
• Equip managers with essential frameworks and tools for effective inspection, coaching, and consistent execution of sales strategies.
• Recognize trends in both successful and stalled deals, and disseminate effective strategies across teams to replicate success.
• Modify global programs to better suit the AMER audience while providing feedback to refine messaging, content, and overall strategy.
• Act as the representative voice for the AMER field, sharing insights regarding deal dynamics, competitive landscape, and execution hurdles.
• Foster a culture of continuous improvement by implementing feedback loops and encouraging collaboration among sales teams.

Requirements

• A minimum of 5 years of experience in sales enablement or sales strategy, with direct field-facing go-to-market (GTM) experience such as Account Executive (AE), Sales Engineer (SE), or close collaboration with sales teams.
• Proven experience in supporting intricate B2B sales processes, particularly in multi-threaded Enterprise or Strategic deals.
• Demonstrated success in achieving measurable enhancements in pipeline quality, deal progression, or win rates.
• Strong business acumen and execution capabilities, with the ability to prioritize impactful work linked to revenue while managing competing priorities in a dynamic sales environment.
• Excellent communication skills, both verbal and written, to effectively convey strategies and insights to various stakeholders.

Nice to have

• Familiarity with value-based selling methodologies such as Command of the Message, MEDDPICC, or similar frameworks that enhance sales effectiveness.
• Experience working with technical or platform-based products, providing a deeper understanding of the sales process.
• Capability to integrate enablement into manager-led inspection and coaching models, fostering a culture of accountability.
• Exposure to both pipeline generation and the execution of deals during the sales cycle, enhancing the overall sales strategy.

Skills & tools

• Proficiency in designing and delivering sales enablement programs that resonate with diverse teams.
• Experience in facilitating both in-person and virtual training sessions to enhance team skills and knowledge.
• Ability to create and adapt content that meets the specific needs of various sales segments.
• Strong understanding of go-to-market strategies and execution methodologies.
• Development of coaching frameworks that empower managers to lead effectively.
• Analytical skills for pipeline and deal analysis to inform strategic decisions.

Practical notes

• The compensation package includes equity options, comprehensive health, dental, and vision insurance, retirement plans with company contributions, parental leave, and support for reproductive and family planning. Mental health and wellness benefits, along with paid time off, are also part of the package.
• Exempt employees benefit from flexible paid time off (PTO) and flexible paid sick leave, with PTO requiring manager approval.
• Additional perks encompass company recharge days, reimbursements for cell phone and home internet expenses, and lifestyle spending accounts.
• Most sales roles include incentive compensation, while eligible non-sales positions receive an annual bonus.
• Candidates are required to keep their cameras on during video interviews to foster engagement.
• Attendance at in-person onboarding sessions is mandatory for new hires.
• Requests for accommodations can be directed to accommodations-ext@figma.com.