Distribution Partner Manager

About the role

Figma is seeking an experienced business development and partnerships professional to scale the team's efforts with agencies, systems integrators, consultancies, and commercial partners (resellers) across the globe. This role focuses on driving revenue growth and supporting customers in both commercial and public sectors (government).

Responsibilities

• 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

Requirements

• 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

Qualifications

• 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)

Benefits

At Figma, we offer equity to employees, a competitive package of additional benefits, including health, dental & vision, retirement with company contribution, parental leave & reproductive or family planning support, mental health & wellness benefits, generous PTO, company recharge days, a learning & development stipend, a work from home stipend, and cell phone reimbursement. Figma also offers sales incentive pay for most sales roles and an annual bonus plan for eligible non-sales roles.

Pay

The annual base salary range for this role is $140,000 - $296,000 USD. 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. The listed range is a guideline, and the range for this role may be modified. For roles that are available to be filled remotely, the pay range is localized according to employee work location by a factor of between 80% and 100% of range.

Schedule

This is a full-time role that can be held from our New York City or San Francisco hub - or remotely in the United States.