Manager, Distribution Partnerships

About the role

Figma is seeking a senior leader to oversee our AMER distribution partnerships team while managing our most complex global alliances. This player/coach position involves driving revenue through strategic relationships with global system integrators and service partners while building the foundational frameworks for our scaling partner program.

Key facts

What you'll do

• Lead, mentor, and perform formal evaluations for a team of 2 to 3 Distribution Partner Managers, with potential for future team growth.
• Manage high-level relationships with global system integrators, major agencies, and consulting firms, focusing on executive engagement and partner-influenced revenue.
• Create partner program playbooks, onboarding models, and engagement structures from the ground up.
• Identify and recruit new distribution partners to support high-growth business opportunities.
• Act as a primary representative for the partnerships function to VP-level stakeholders across Product, Sales, Marketing, and GTM Operations.

Requirements

• 12+ years of professional experience in business development, strategic alliances, or partnerships.
• 3+ years of direct people management experience, including performance cycles and coaching for individual contributors at a high-growth SaaS company.
• Demonstrated success managing executive-level relationships with Tier-1 consulting firms or global system integrators.
• Proven ability to build partner programs and engagement frameworks from scratch.
• Ability to function effectively as both a hands-on contributor and a team manager.
• Strong cross-functional influence skills to secure buy-in from senior leadership.

Nice to have

• Experience with US public sector or Federal partner motions and procurement.
• Background in developing partner programs within Latin America, including Spanish or Portuguese language proficiency.
• Previous experience working within a global professional services firm or system integrator.
• Familiarity with AI-supported product development workflows, UX/UI design principles, and collaboration software.

Skills & tools

• Strategic partnership development
• Team leadership and performance management
• GTM strategy and program design
• Executive stakeholder management

Practical notes

• Compensation includes equity, annual bonuses for non-sales roles or incentive compensation for sales roles, and a comprehensive benefits package including health coverage, retirement contributions, and paid time off.
• Candidates must keep cameras on during video interviews.
• New hires are required to attend in-person onboarding.
• Reasonable accommodations are available for applicants with disabilities by contacting accommodations-ext@figma.com.