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Figma is seeking a Director of SMB Sales for EMEA to lead a team of frontline managers and Account Executives responsible for helping growing businesses adopt Figma's Organization and Enterprise plans. Reporting to the VP of Commercial Sales, you will scale a high-volume, specialized sales motion while partnering closely with leaders across the Americas and JAPAC to drive consistency, share best practices, and evolve how Figma serves SMB customers globally.
Key responsibilities include:
- Lead, develop, and inspire a team of frontline managers and Account Executives, building a high-performing culture focused on coaching, accountability, and customer impact
- Scale the EMEA SMB business by driving operational excellence across forecasting, pipeline management, inspection, and execution against revenue goals
- Partner with SMB leaders across the Americas and JAPAC to build a globally consistent sales motion and raise execution standards
- Recruit, hire, and develop exceptional sales leaders while building an internal pipeline of future Mid-Market leaders and second-line managers
- Coach managers through forecast reviews, pipeline inspections, deal strategy, call coaching, and performance management
- Use data to identify opportunities, test new strategies, and continuously improve the SMB sales motion, including territory design, pipeline generation, productivity, and conversion
- Partner closely with Operations, Enablement, Marketing, Solutions Consulting, Customer Experience, and Product to influence the evolution of the SMB business
- Serve as an executive sponsor for strategic customer opportunities and represent the voice of EMEA in Figma's global SMB strategy
This is a full-time role based in one of Figma's EMEA hubs.
Requirements:
- 8+ years of experience leading SaaS sales organizations, including at least 4 years in sales management with experience managing frontline leaders and at least 2 years in a second-line leadership role
- Experience leading distributed sales teams across multiple countries and understanding differences between EMEA markets; comfortable balancing long-term strategy with day-to-day execution realities
- Track record building and scaling teams of Sales Managers and Account Executives in a high-growth company; ideally with experience in SMB or Commercial SaaS sales, particularly in product-led growth businesses
- Demonstrated ability to coach leaders, develop talent, and create inclusive teams that perform consistently; proven track record of exceeding revenue targets while improving forecasting and building dependable sales processes
- Confident using data to make decisions and experience working closely with Marketing, Operations, Enablement, Product, and other go-to-market teams
Desirable qualifications:
- Experience using or working with Figma or other UX/UI experience
- Additional European language fluency (e.g., French, German, Spanish)
- Familiarity with Command of the Message or MEDDIC/MEDDICC sales methodology
- Background scaling teams across multiple EMEA markets simultaneously
