Manager, Strategic Sales

About the role

Figma is seeking a leader to guide our Strategic Sales team in North America. You will oversee a group of Account Executives focused on expanding our Enterprise product footprint while working cross-functionally with internal teams to drive revenue and customer success. This role requires a strategic thinker who can translate complex business needs into actionable sales plans. You will be responsible for owning the end-to-end sales cycle within the Strategic Segment for North America. The position demands collaboration with Product, Marketing, and Customer Success to ensure alignment on go-to-market initiatives. You will mentor team members to elevate their sales capabilities and performance standards. Success in this role will be measured by consistent quota attainment and net new enterprise business wins. You will play a key part in shaping the future of enterprise sales motion for our largest accounts.

Key facts

What you'll do

• Manage the Strategic Segment for North America, overseeing the performance and direction of the enterprise sales portfolio.
• Direct the strategy for growth within our largest customer accounts, aligning efforts with company objectives.
• Participate in high-level meetings with prospects and existing customers to articulate value and negotiate strategic outcomes.
• Recruit and develop top-tier sales talent, building a team capable of consistent high performance.
• Refine and implement sales initiatives and operational processes to improve efficiency and scalability.
• Drive strategic account planning and execution for the North American market.
• Develop and manage key relationships within target enterprise organizations to foster long-term partnerships.
• Lead cross-functional initiatives to align sales strategies with product development and roadmap priorities.
• Analyze market trends and competitor activities to refine our value proposition and positioning.
• Conduct comprehensive business reviews with strategic customers to identify growth opportunities and expansion paths.
• Build and maintain a robust sales pipeline that ensures predictable revenue generation and forecast accuracy.
• Partner with Customer Success to develop retention and expansion strategies for key accounts, reducing churn and increasing lifetime value.
• Evaluate sales performance metrics and adjust tactics to optimize results and achieve targets.
• Facilitate executive-level discussions with prospects to present tailored solutions and address complex business challenges.
• Mentor junior sales representatives on best practices, strategic selling techniques, and consultative approaches.
• Collaborate with Marketing to create sales enablement tools, battle cards, and messaging frameworks that drive engagement.
• Oversee the implementation of sales playbooks for complex enterprise deals, ensuring consistency and compliance.
• Leverage data insights to prioritize high-potential segments and accounts, focusing resources where impact is greatest.
• Champion the adoption of new sales technologies and methodologies to maintain a competitive edge.

Requirements

• 7+ years of sales experience, preferably in a SaaS environment, with a track record of success in enterprise settings.
• 2+ years of experience in a management role, demonstrating the ability to lead, coach, and develop teams.
• Proven history of leading consistent, high-performing sales teams that exceed quotas and deliver results.
• Strong ability to coach, write, present, and perform discovery, drawing out customer needs and framing solutions.
• Deep understanding of the technical and competitive market landscape, including trends in design and collaboration software.
• Ability to adapt to a fast-paced, evolving business environment and navigate ambiguity with confidence.
• Demonstrated success in managing complex, multi-stakeholder sales cycles involving executive-level decision-makers.
• Experience working with enterprise-level buying committees and influencing across organizational boundaries.
• Track record of exceeding quota and driving sustainable revenue growth through strategic account management.
• Excellent verbal and written communication skills at the executive level, with the ability to tailor messaging to diverse audiences.
• Strong analytical skills to interpret sales data, forecast accurately, and derive actionable insights.
• Commitment to maintaining high ethical standards in all sales practices and building trust with customers and partners.

Skills & tools

• Strategic sales planning and execution
• Enterprise account management and expansion
• Sales team leadership and coaching
• Discovery and presentation methodologies
• Sales process optimization and pipeline management
• Use of CRM and sales analytics platforms to drive decision-making

Practical notes

• Compensation includes equity, health, dental, and vision coverage, retirement benefits, parental leave, and mental health support.
• Benefits include flexible PTO, sick leave, cell phone and home internet reimbursements, and lifestyle spending accounts.
• Candidates must keep cameras on during video interviews.
• In-person onboarding is required upon hire.
• Figma is an equal opportunity employer and provides reasonable accommodations for applicants with disabilities via accommodations-ext@figma.com.