Manager, Mid-Market Sales
Job description
About the role
Figma is seeking a leader to guide our Mid-Market sales efforts within the DACH region. You will oversee a team of Account Executives to expand our enterprise product presence while reporting to the Director of Commercial Sales, DACH. In this capacity, you will be responsible for setting the tone and the methodology for how mid-market customers perceive value in our platform. You will act as a strategic partner to both your team and the broader commercial organization, ensuring that sales activities are aligned with the company's long-term vision. This role requires a balance of hands-on coaching and high-level strategic thinking to navigate complex enterprise sales cycles. You will leverage your expertise to translate the product vision into compelling narratives for a demanding audience. Ultimately, your success will be measured by the sustainable growth and retention of the mid-market segment in your region.
Key facts
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Location: Germany
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Engagement: Full-time
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Team: Commercial Sales, DACH
What you'll do
- Architect and execute the sales strategy for the mid-market segment across the DACH region to achieve aggressive growth targets.
- Recruit, select, and develop a high-performing team of Account Executives, fostering a culture of excellence and accountability.
- Conduct in-depth deal reviews and pipeline analyses alongside team members to identify risks and opportunities in real-time.
- Partner with Product and Marketing to ensure the sales team has the necessary tools, content, and positioning to win in the marketplace.
- Analyze complex customer requirements and translate them into tailored solutions that demonstrate clear return on investment.
- Monitor competitive landscape shifts and adjust sales playbooks to maintain a decisive advantage.
- Implement rigorous forecasting and pipeline management practices to ensure predictability and revenue accuracy.
- Lead by example through advanced discovery techniques and executive-level communication during critical customer interactions.
- Drive the adoption of sales methodologies that emphasize stakeholder mapping and consensus building across large organizations.
- Collaborate closely with Customer Success to ensure smooth onboarding and transition, thereby maximizing customer lifetime value.
- Develop and refine sales playbooks based on performance data and feedback from the field.
- Represent Figma at industry events and customer meetings to strengthen brand presence and credibility.
About the role
Figma is seeking a leader to guide our Mid-Market sales efforts within the DACH region. You will oversee a team of Account Executives to expand our enterprise product presence while reporting to the Director of Commercial Sales, DACH. In this capacity, you will be responsible for setting the tone and the methodology for how mid-market customers perceive value in our platform. You will act as a strategic partner to both your team and the broader commercial organization, ensuring that sales activities are aligned with the company's long-term vision. This role requires a balance of hands-on coaching and high-level strategic thinking to navigate complex enterprise sales cycles. You will leverage your expertise to translate the product vision into compelling narratives for a demanding audience. Ultimately, your success will be measured by the sustainable growth and retention of the mid-market segment in your region.
Key facts
-
Location: Berlin, Germany
-
Engagement: Full-time
-
Team: Commercial Sales, DACH
What you'll do
- Build and lead a diverse team of sales professionals to drive performance.
- Join customer and prospect discussions to provide support and oversight.
- Manage hiring, onboarding, and ongoing professional development for your staff.
- Refine sales strategies and operational processes to improve results.
- Conduct weekly forecasting sessions and provide guidance to help Account Executives meet their targets.
- Architect and execute the sales strategy for the mid-market segment across the DACH region to achieve aggressive growth targets.
- Recruit, select, and develop a high-performing team of Account Executives, fostering a culture of excellence and accountability.
- Conduct in-depth deal reviews and pipeline analyses alongside team members to identify risks and opportunities in real-time.
- Partner with Product and Marketing to ensure the sales team has the necessary tools, content, and positioning to win in the marketplace.
- Analyze complex customer requirements and translate them into tailored solutions that demonstrate clear return on investment.
- Monitor competitive landscape shifts and adjust sales playbooks to maintain a decisive advantage.
- Implement rigorous forecasting and pipeline management practices to ensure predictability and revenue accuracy.
- Lead by example through advanced discovery techniques and executive-level communication during critical customer interactions.
- Drive the adoption of sales methodologies that emphasize stakeholder mapping and consensus building across large organizations.
- Collaborate closely with Customer Success to ensure smooth onboarding and transition, thereby maximizing customer lifetime value.
- Develop and refine sales playbooks based on performance data and feedback from the field.
- Represent Figma at industry events and customer meetings to strengthen brand presence and credibility.
Requirements
- 7+ years of total sales experience, ideally in the SaaS sector.
- 3+ years of direct management experience.
- Professional fluency in German.
- Demonstrated history of managing high-performing sales teams.
- Strong capabilities in coaching, written communication, discovery, and public speaking.
- Knowledge of the technical and competitive market landscape.
- Proven ability to manage complex sales cycles involving multiple stakeholders.
- Experience with quota-carrying responsibilities and consistent over-achievement of targets.
- Strong analytical skills to interpret sales metrics and drive data-informed decisions.
- Commitment to maintaining the highest standards of ethics and integrity in all client interactions.
Nice to have
- Additional years of SaaS management experience.
- Familiarity with Figma or general UX/UI design workflows.
- Experience applying MEDDIC or Command of the Message sales methodologies.
Skills & tools
- SaaS sales management
- DACH market expertise
- Sales forecasting and strategy
- Team mentorship and hiring
Practical notes
- Candidates must keep cameras on during video interviews.
- In-person onboarding is required for the successful hire.
- Figma provides reasonable accommodations for applicants with disabilities; contact accommodations-ext@figma.com for assistance.
- Personal data submitted during the application process is handled according to the Figma Candidate Privacy Notice.