Distribution Partner Manager

Identify, evaluate, and execute new strategic distribution opportunities that require complementary GTM partners, and onboard qualified organizations into Figma’s formal partner program

Manage and grow relationships with service and commercial partners across AMER — including public sector and Federal clients — driving partner-influenced revenue and aligning on mutual success plans, critical metrics, and documented wins

Partner with Figma’s GTM teams to source, scope, and progress partner-influenced opportunities, while identifying new co-marketing and co-selling motions that expand reach and unlock new use cases

Evaluate and mature indirect sales motions in the context of Figma’s established sales model, recommending improvements that streamline execution and support long-term growth

Educate and enable the partner ecosystem on Figma’s products, services, and AI capabilities, while building strong cross-functional relationships with Sales, Marketing, Customer Experience, Product, and other internal partners

10+ years of professional experience in partnerships, business development, channel, or related GTM roles

3+ years of experience handling external GTM partners (e.g., SIs, agencies, consultancies, ISVs, resellers, marketplaces, or referral partners)

Proven experience building partner programs or strategies from inception to execution, including defining important metrics and revenue goals

Experience managing multiple strategic partner relationships simultaneously and driving measurable revenue outcomes

Experience working with partners to influence or capture business within the U.S. Federal government

Worked at a service organization or channel partner in a direct GTM capacity

Sold to product, design, or technical audiences

Familiar with UX/UI design principles, collaboration tools, or digital product development workflows

Exposure to a sales methodology (e.g., MEDDICC, Command of the Message)

Pay Transparency Disclosure

Job level and actual compensation will be decided based on factors including, but not limited to, individual qualifications objectively assessed during the interview process (including skills and prior relevant experience, potential impact, and scope of role), market demands, and specific work location.

Figma offers equity to employees, as well as a competitive package of additional benefits, including health, dental, and vision coverage; retirement benefits with company contributions; parental leave and reproductive or family planning support; mental health and wellness benefits; and paid time off. Figma provides paid sick leave, holidays, and other leave benefits in compliance with applicable federal, state, and local laws, including the requirements of the Washington Minimum Wage Act and related regulations. Exempt employees are eligible for employer‐provided paid flexible PTO in addition to flexible paid sick leave. PTO is subject to manager approval. Additional benefits may include company recharge days, cell phone and home internet reimbursements, and a number of lifestyle spending accounts. Figma also offers sales incentive compensation for most sales roles and an annual bonus plan for eligible non-sales roles. All compensation and benefits are subject to applicable plan terms and may be modified by Figma at any time, consistent with applicable law.

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 [email protected]. 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.