Senior Sales Enablement Manager

About the role

Figma is on the lookout for an experienced individual to spearhead sales enablement initiatives for our growing team in Japan. This role is crucial in aligning global strategies with local market demands, ultimately enhancing the performance of our sales team and ensuring effective execution in the region.

Key facts

What you'll do

• Partner with sales leadership in Japan and global enablement teams to develop and execute tailored regional programs that drive sales success.
• Assess the requirements of sales representatives and managers to facilitate deal progression and enhance pipeline generation efforts.
• Adapt global content and frameworks to resonate with Japanese cultural nuances and meet the expectations of local buyers.
• Develop comprehensive playbooks, sales processes, and tools aimed at boosting productivity in the field.
• Oversee the ongoing delivery of training sessions, which will include both in-person and virtual workshops to ensure effective learning.
• Monitor the effectiveness of enablement initiatives, utilizing performance data to refine strategies and improve outcomes.
• Foster a culture of continuous learning and improvement within the sales team by providing ongoing support and resources.
• Collaborate with cross-functional teams to ensure alignment on sales strategies and objectives, driving cohesive efforts across the organization.
• Lead initiatives to enhance the onboarding experience for new sales hires, ensuring they are equipped with the necessary tools and knowledge to succeed.
• Create metrics and reporting systems to evaluate the success of sales enablement programs and communicate results to stakeholders.
• Stay updated on industry trends and best practices in sales enablement to continually enhance Figma's approach.

Requirements

• A minimum of 6 years of experience in sales enablement, field enablement, sales strategy, product marketing, or similar go-to-market roles.
• Demonstrated capability to manage intricate programs while effectively prioritizing tasks.
• Proven experience collaborating with sales leaders and cross-functional teams to instigate behavioral changes that drive success.
• Familiarity with complex B2B sales processes and the ability to adapt global programs to fit the Japanese market.
• In-depth knowledge of Japanese sales cycles, buyer behavior, and the unique dynamics of local business environments.
• Strong communication skills in both Japanese and English, enabling effective collaboration with diverse teams.

Nice to have

• Previous experience working in APAC markets or specifically within Japan.
• Understanding of sales methodologies such as MEDDPICC, MEDDICC, or Command of the Message, which can enhance sales training efforts.
• Experience in managing both deal execution during sales cycles and pipeline generation activities.
• Background in coaching and inspecting sales managers to improve team performance.
• Familiarity with technical products or previous use of Figma, which can provide valuable insights into the product and its market.

Skills & tools

• Expertise in program management, ensuring that all initiatives are executed efficiently and effectively.
• Proficient in facilitating sales training sessions, both in-person and online, to maximize learning outcomes.
• Strong skills in content curation, ensuring that all training materials are relevant and impactful.
• Knowledge of B2B sales strategies that align with Figma's goals and objectives.
• Ability to adapt strategies and content to fit regional market needs, ensuring relevance and effectiveness.

Practical notes

Figma requires candidates to keep their cameras on during video interviews to foster engagement and connection. New hires will need to participate in in-person onboarding sessions to familiarize themselves with the company culture and processes. The organization is committed to providing reasonable accommodations for individuals with disabilities throughout the hiring process; requests can be directed to accommodations-ext@figma.com. Personal data will be handled in accordance with the Figma Candidate Privacy Notice, ensuring confidentiality and compliance with data protection regulations.

About the company

Figma is a collaborative design platform used by teams to create, prototype, and ship products. Founded by Dylan Field and Evan Wallace in 2012, Figma pioneered browser-based design tools. Adobe attempted to acquire Figma for $20 billion in 2022 but the deal was terminated in December 2023 due to regulatory concerns.