Sales Operations Manager, New Business

What you’ll do at Figma

• Serve as the primary business partner to New Business and Inside Sales leadership — owning the operating rhythm, surfacing insight and bringing forward a data driven point of view that informs decisions that accelerate growth across both segments
• Own the end-to-end forecasting process for New Business and Inside Sales, bringing rigor and repeatability to pipeline reviews while continuously evolving methodology as market dynamics and go-to-market motions shift
• Lead and elevate the operating cadence — MBRs, QBRs, weekly forecast reviews — by synthesizing funnel trends, surfacing risks and opportunities, and driving leadership to clear, timely decisions
• Shape the organizational foundation of both segments by recommending headcount, org design, quota structures, and book-of-business allocation — ensuring the business is set up to scale efficiently and equitably
• Define and govern rules of engagement across account ownership, lead routing, and AE–ISR collaboration, creating clarity that reduces friction and maximizes coverage across the segment
• Build and maintain intelligence systems — dashboards, performance reports, and automated insights — that leverage AI to compress the time from data to action for sales and finance leadership
• Deploy AI tools and workflows to continuously improve operational processes: from pipeline analysis and forecasting accuracy to identifying patterns in rep performance and segment health that would be impossible to surface manually
• Persist cross-functionally with Sales Systems, Finance, and Marketing Operations to uphold data quality and governance standards — ensuring the insights leadership relies on are trustworthy, timely, and actionable

We'd love to hear from you if you have

• 5+ years of sales operations experience, preferably in a high-growth SaaS environment
• Strong analytical and technical skills, with proven expertise in Salesforce, SQL and BI tools (specifically Sigma)
• Demonstrated experience leveraging AI tools to generate sales insights, including hands-on experience with Claude Code
• Strong communication skills with the ability to translate complex analysis into clear, actionable insights and deliver sophisticated models, spreadsheets, and executive presentations to senior leadership

While not required, it’s an added plus if you also have

• Deep SQL knowledge and experience with Sigma and Gong

Pay Transparency Disclosure

• If based in Figma’s San Francisco or New York hub offices, this role has the annual base salary range stated below.
• 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.

Annual Base Salary Range

$140,000 - $245,000 USD