Director, Commercial Sales

Figma is growing our team of passionate creatives and builders on a mission to make design accessible to all. Figma's platform helps teams bring ideas to life—whether you're brainstorming, creating a prototype, translating designs into code, or iterating with AI. From idea to product, Figma empowers teams to streamline workflows, move faster, and work together in real time from anywhere in the world. If you're excited to shape the future of design and collaboration, join us

Figma is looking for a Director, Commercial Sales to join our dynamic team of creatives, engineers, marketers, and brilliant business folks. As a Director, Commercial Sales, you will play a second line leadership role leading a team of Account Executives responsible for the engagement, expansion and retention of our rapidly growing customer base. You aren't the typical sales leader, and we aren't the typical design tool company. At Figma, we think creatively, lift constraints that block our imagination everyday, and we expect you to do the same. With this role you'll get in at the ground floor in a fast growing sales org. You'll consult with our existing customer base and potential customers in driving meaningful relationships that contribute to the customer experience and revenue to our bottom line. You will report to the VP of Southern Europe Sales.

This is a full time role that can be held from our Paris hub.

• Build, develop, and inspire an organisation of Account Executives and leaders by creating scalable, data-driven processes that drive team and company goals
• Interview, hire and train new team members as we scale the business and company
• Build a strong pipeline of exceptional talent from the Commercial team for Enterprise Sales and Sales Leadership roles
• Manage and analyse the performance of the Commercial segment, including accurate forecasting, pipeline generation, and activity metrics
• Coach Sales Leaders and Account Executives through Pipeline and Forecast reviews, Deal Reviews, Call Listening and other training programs
• Develop, test, implement and refine growth and acquisition strategies through data, segment-specific value drivers, and compelling stories needed to support a high-growth team
• Create strong internal partnerships and work closely with Marketing, Sales, and Operations Leadership teams to outline and implement our top-of-the-funnel strategy through inbound and outbound tactics, revenue and quota goals, and territory models
• Be accountable for the engagement and addition of net new customers as an Executive deal sponsor and participant

• 8+ years of experience in SaaS Sales with 4+ years leadership experience, with ideally more than 1 year as a second-line leader
• Prior experience leading Managers and Account Executives (distributed team management preferred). Strong experience leading, building, and growing successful, collaborative sales teams
• Experience working in a PLG organization and deep understanding of Commercial SaaS sales processes 
• Proven track record of success exceeding net new revenue targets
• Understanding of our technical and competitive landscape and the ability to thrive in a continual growth environment

• Additional years of management experience within a SaaS company
• Experience using or working with Figma, or other UX/UI experience
• Experience with Command of the Message or MEDDIC sales methodology

At Figma, one of our values is Grow as you go. We believe in hiring smart, curious people who are excited to learn and develop their skills. If you're excited about this role but your past experience doesn't align perfectly with the points outlined in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.

At Figma we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our product and our community to flourish. Figma is an equal opportunity workplace - we are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity/expression, veteran status, or any other characteristic protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.

We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment. If you require accommodation, please reach out to accommodations- These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities. 

Examples of accommodations include but are not limited to: 

• Holding interviews in an accessible location
• Enabling closed captioning on video conferencing
• Ensuring all written communication be compatible with screen readers
• Changing the mode or format of interviews 

To ensure the integrity of our hiring process and facilitate a more personal connection, we require all candidates keep their cameras on during video interviews. Additionally, if hired you will be required to attend in person onboarding.

By applying for this job, the candidate acknowledges and agrees that any personal data contained in their application or supporting materials will be processed in accordance with Figma's Candidate Privacy Notice.