Manager, Solutions Consulting
Job description
About the role
Figma is seeking a leader to manage the AMER Solutions Consulting team, focusing on Enterprise and Strategic accounts. This role involves guiding a technical team to demonstrate platform value while collaborating with sales, product, and customer success departments to scale our go-to-market strategy. The Manager, Solutions Consulting will own the end-to-end performance of the consulting practice in the Americas region, ensuring alignment with enterprise customer expectations and business objectives. You will be responsible for translating complex platform capabilities into clear, compelling narratives that drive adoption and retention among strategic accounts. This position requires a balance of operational oversight and hands-on contribution to maintain credibility with both technical and executive stakeholders. You will foster a culture of continuous learning and data-driven improvement within your team to elevate the overall impact of Solutions Consulting. Success in this role will be measured by the ability to scale high-impact programs and strengthen long-term customer relationships.
Key facts
What you'll do
- Manage, mentor, and hire a diverse team of Solutions Consultants across the AMER region, ensuring coverage and capability for key initiatives.
- Join customer and prospect meetings to provide high-level technical guidance, translating business needs into platform solutions.
- Oversee professional development, coaching, and performance management for direct reports to drive consistent delivery quality.
- Partner with cross-functional teams to design and implement technical pre-sales and post-sales strategies that support revenue and retention goals.
- Develop scalable programs to increase the impact of the Solutions Consulting function through repeatable frameworks and tooling.
- Track team performance metrics to ensure goals are met or exceeded, using insights to refine processes and resource allocation.
- Lead discovery sessions with enterprise stakeholders to uncover opportunities for deeper platform integration and value realization.
- Facilitate alignment between Product, Sales, and Customer Success to ensure messaging and offerings reflect real-world customer usage.
- Own the end-to-end lifecycle of strategic engagements, from initial scoping through implementation review and expansion discussions.
- Drive adoption of best practices across the consulting team to improve efficiency, clarity, and outcomes for clients and internal partners.
- Collaborate with Sales to build compelling proposals and proof-of-concept plans that address complex enterprise requirements.
- Provide subject matter expertise on platform limitations, extensibility, and integration patterns to inform product decision-making.
- Monitor industry trends and competitive positioning to keep Solutions Consulting strategies relevant and differentiated in the market.
- Support the creation of reference architectures and implementation playbooks that accelerate onboarding of new enterprise accounts.
- Work closely with Finance to model the business impact of proposed solutions and prioritize initiatives based on ROI and strategic fit.
Requirements
- 8+ years of technical experience in customer-facing roles such as Sales Engineering, Solutions Consulting, Engineering, or Sales within a SaaS company.
- 3+ years of frontline management experience leading Sales Engineers or Solutions Consultants, including responsibility for coaching and performance.
- Ability to design and execute strategic programs while maintaining a hands-on approach to problem-solving and client interactions.
- Strong communication skills with the ability to explain technical concepts to both executive and technical audiences without relying on jargon.
- Proven track record of working effectively with Product, Sales, Support, and Customer Success teams to achieve shared objectives.
- Demonstrated experience managing priorities in a fast-paced environment with competing deadlines and shifting stakeholder needs.
- Comfort with ambiguity and the ability to make decisions based on incomplete information while navigating enterprise sales cycles.
- Willingness to travel as needed for client meetings, industry events, and internal training sessions across the AMER region.
Nice to have
- Prior experience using or working with Figma.
- Experience managing teams across multiple time zones.
- Proficiency in prototyping, querying, or light scripting.
Skills & tools
- SaaS technical sales strategy
- Team leadership and mentorship
- Cross-functional collaboration
- Executive-level presentation skills
Practical notes
Annual Base Salary Range: $185,600 to $316,800 USD.
Benefits include equity, health, dental, vision coverage, retirement contributions, parental leave, mental health support, and flexible PTO. Sales incentive compensation applies to most sales roles.
Candidates must keep cameras on during video interviews. Hired employees are required to attend in-person onboarding. If you require disability accommodations, contact accommodations-ext@figma.com. We encourage applicants to apply even if their background does not perfectly match every requirement.