Director, SMB Sales (London, United Kingdom) @Figma

Overview

Figma is seeking a Director of SMB Sales (EMEA) to lead a team focused on helping growing businesses adopt Figma's Organization and Enterprise plans. This role involves influencing strategy across Sales, Marketing, Operations, Enablement, and Product while reporting to the VP of Commercial Sales.

Key Responsibilities

• Lead, develop, and inspire a team of frontline managers and Account Executives to build a high-performing culture focused on coaching and customer impact.
• Scale the EMEA SMB business by driving operational excellence in forecasting, pipeline management, and revenue goal execution.
• Partner with SMB leaders across the Americas and JAPAC to create a consistent global sales motion.
• Recruit, hire, and develop exceptional sales leaders while building a strong internal pipeline for future leadership roles.
• Coach managers through various aspects including forecast reviews and performance management to enhance team execution.
• Utilize data to identify opportunities and improve the SMB sales motion, including territory design and productivity.
• Collaborate closely with Operations, Enablement, Marketing, Customer Experience, and Product teams to enhance service to customers.
• Serve as an executive sponsor for strategic customer opportunities and represent EMEA in global SMB strategy evolution.

Requirements

• 8+ years of experience leading SaaS sales organizations with at least 4 years in sales management and 2 years in second-line leadership.
• Experience managing distributed sales teams across multiple EMEA markets.
• Track record of building and scaling teams in high-growth environments, with a focus on SMB or Commercial SaaS sales.
• Ability to coach leaders, develop talent, and create inclusive teams that consistently perform.
• Proficient in using data for decision-making and collaborating with various teams.

Benefits

Figma promotes a culture of growth and encourages candidates to apply even if their experiences do not align perfectly. The company values diversity and is an equal opportunity workplace.

Location

This is a full-time role that can be held from one of Figma's EMEA hubs.

How to Apply

Interested candidates can apply through Figma's career page.

Deadline

Not specified.