Director, Mid-Market Sales

About the role

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.

At Figma, we believe great products are built through a balance of speed, direction, and differentiation. As AI transforms how software is created, we’re building tools that help teams move seamlessly from idea to production; combining design, code, and collaboration in one shared environment. We’re looking for people who thrive in fast-moving environments, embrace emerging technologies, and are passionate about building thoughtful, high-quality products that stand out and deliver meaningful customer impact.

This is a full-time role that can be held from one of our US hubs, either San Francisco or New York.

Responsibilities

• 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.

Requirements

• 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.
• 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.
• Thrives in ambiguity and has demonstrated success building and operationalizing scalable sales playbooks, processes, and go-to-market strategies.

Nice to have

• A background at a product-led growth organization that successfully transitioned into a consultative enterprise motion.
• Deep familiarity with Figma's ecosystem or broader expertise in design, UX, and developer tooling.
• Proficiency in Command of the Message or rigorous qualification frameworks like MEDDICC.

Benefits

• Health, dental, and vision coverage.
• Retirement benefits with company contributions.
• Parental leave and reproductive or family planning support.
• Mental health and wellness benefits.
• Paid time off, including sick leave, holidays, and flexible PTO (subject to manager approval).
• Company recharge days.
• Cell phone and home internet reimbursements.
• Lifestyle spending accounts.
• Sales incentive compensation for most sales roles and an annual bonus plan for eligible non-sales roles.

Pay

Annual Base Salary Range: $160,000—$200,000 USD.

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.