Director, Mid-Market Sales

What You'll Do at Figma

• Execute and optimize the established sales process, including territory planning, account mapping, and quota attainment frameworks.
• Recruit, develop, and scale a high-performing team of Managers and Account Executives capable of leading complex, executive-level negotiations.
• Coach teams on strategic "High, Wide, and Long" account engagement, driving deep multi-threading across Product, Engineering, Design, and IT stakeholders.
• Build a culture of proactive demand generation by aligning Figma’s value proposition to broader business initiatives and uncovering unbudgeted opportunities.
• Develop segment-specific playbooks and enforce rigorous qualification methodologies (MEDDICC) to drive consistent, repeatable execution.
• Partner cross-functionally with Marketing, RevOps, and Solutions Consulting to align go-to-market strategies with mid-market growth objectives.
• Serve as an executive sponsor for strategic accounts, providing hands-on leadership through critical deal cycles while preparing top talent for advancement into Enterprise sales and leadership roles.
• Monitor business performance through pipeline, forecast, and competitive metrics, while communicating market insights and segment needs to senior leadership to strengthen Figma’s competitive position.

Qualifications

• 8+ years of SaaS sales experience and 4+ years of sales leadership (including 2+ years of second-line leadership), with a strong track record in mid-market deals.
• Proven success recruiting, developing, and retaining high-performing Account Executives who excel in complex, multi-threaded executive sales cycles.
• Deep expertise in enterprise sales methodologies, including MEDDICC, and experience leading teams through the evolution from product-led growth to consultative selling.
• Creative and consistent record of exceeding net new revenue targets in high-growth environments, with the executive presence to engage and influence VP- and C-suite stakeholders.
• Thrive in ambiguity and have demonstrated success building and operationalizing scalable sales playbooks, processes, and go-to-market strategies.