Manager, Distribution Partnerships

Figma
San Francisco, New York
Workplace: HybridFull timeUSD 185,000 - 317,000 annuallyFunction: Business Development & PartnershipsExperience: 12+ yearsSkills: ["Player/coach mentality","Coaching","Performance management","Cross-functional influence","Executive relationship management"]

Own and grow strategic distribution partnerships for Figma across AMER, serving as a player/coach who both leads a small team of Distribution Partner Managers and personally manages the most complex global GTM alliances. Build partner program playbooks, engagement frameworks, and onboarding models from scratch, develop partner strategies for emerging opportunities, and represent the partner function with VP+ stakeholders across Sales, Marketing, Customer Success, GTM Ops, and Product.

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FursaFursa
Figma
Figma
1 month ago

Manager, Distribution Partnerships

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Last checked: 6 hours agoStatus: Live

Job Summary

Own and grow strategic distribution partnerships for Figma across AMER, serving as a player/coach who both leads a small team of Distribution Partner Managers and personally manages the most complex global GTM alliances. Build partner program playbooks, engagement frameworks, and onboarding models from scratch, develop partner strategies for emerging opportunities, and represent the partner function with VP+ stakeholders across Sales, Marketing, Customer Success, GTM Ops, and Product.
Location: San Francisco, New York
Workplace: Hybrid
Employment Type: Full time
Job Function: Business Development & Partnerships
Seniority: Manager level

Key Responsibilities

  • •Lead, develop, and manage a team of 2 to 3 Distribution Partner Managers across North America with coaching, goal-setting, and performance management.
  • •Personally own and manage complex partner relationships with global SIs, major agencies, and consulting firms, including executive engagement and success planning.
  • •Build partner program playbooks, partner engagement frameworks, and onboarding models from scratch for scalable adoption.
  • •Develop new partner strategies for emerging, high-growth opportunities, including identifying new partner types and leading early-stage recruitment.
  • •Represent distribution partnerships with VP+ stakeholders across Sales, Marketing, Customer Success, GTM Operations, and Product in cross-functional forums.

Pay and Benefits

Salary: USD 185,000 - 317,000 annually
Equity and Bonus:Equity
Perks:Health InsuranceDentalVisionParental LeavePaid LeaveLearning BudgetRemote WorkCell Phone

Key Requirements

  • •12+ years of professional experience in partnerships, business development, strategic alliances, or related GTM roles.
  • •3+ years of direct people management experience, including full performance cycles for ICs at a high-growth SaaS company.
  • •Proven track record managing executive-level relationships with global SIs or Tier-1 consulting firms while driving measurable commercial outcomes.
  • •Experience building partner programs or engagement frameworks from scratch (not just refining mature programs).
  • •Demonstrated player/coach mentality and strong cross-functional influence with VP-level stakeholders.
Experience:12+ yearsSaaSStrategic alliancesGTMPartnerships
Skills:Player/coach mentalityCoachingPerformance managementCross-functional influenceExecutive relationship management
Languages:SpanishPortuguese

Company Brief

Figma
Design collaboration platform for teams that enables interface design, prototyping, and real-time collaboration in the browser. Figma streamlines product design workflows, handoff to developers, and design system management for organizations of all sizes.
Industry: Enterprise Software
Company Size: Enterprise (1,001+ employees)
Growth: Scaleup
Valuation: Decacorn (USD 10B+)
Funding: Series E+
Headquarters: San Francisco, United States
Founded: 2012
WebsiteLinkedIn