Figma

4 months ago

Distribution Partner Manager

✓ Verified Job

Canonical indexed version, validated from employer's careers page.

Source: Company careers pageValidated by: Fursa AI

Last checked: 5 hours agoStatus: Live

Job Summary

Seasoned partnerships and business development professional to scale distribution initiatives, manage external GTM partners, and build revenue-driven partner programs across the US. You’ll collaborate with GTM, Sales, Marketing, and Product to drive partner-influenced revenue, educate the partner ecosystem on Figma’s AI capabilities, and expand strategic alliances with agencies, SIs, consultancies, and resellers.

Location: San Francisco, New York

Workplace: Remote

Employment Type: Full time

Job Function: Business Development & Partnerships

Key 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

Pay and Benefits

Salary: USD 136,000 - 288,000 annually

Equity and Bonus:Equity

Perks:Health InsuranceEquityLearning BudgetRemote WorkPaid Leave

Key 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
•Additional desirable: experience with U.S. Federal government or service channel partner in a direct GTM capacity (not required)

Experience:10+ yearsPartnershipsGTMChannelAlliances

Skills:CommunicationNegotiationRelationship-buildingStrategic thinkingProblem-solving

Languages:English

Tech Stack:MEDDICC

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

Website LinkedIn

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Figma

4 months ago

Distribution Partner Manager

✓ Verified Job

Canonical indexed version, validated from employer's careers page.

Source: Company careers pageValidated by: Fursa AI

Last checked: 5 hours agoStatus: Live

Job Summary

Location: San Francisco, New York

Workplace: Remote

Employment Type: Full time

Job Function: Business Development & Partnerships

Key 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

Pay and Benefits

Salary: USD 136,000 - 288,000 annually

Equity and Bonus:Equity

Perks:Health InsuranceEquityLearning BudgetRemote WorkPaid Leave

Key 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
•Additional desirable: experience with U.S. Federal government or service channel partner in a direct GTM capacity (not required)

Experience:10+ yearsPartnershipsGTMChannelAlliances

Skills:CommunicationNegotiationRelationship-buildingStrategic thinkingProblem-solving

Languages:English

Tech Stack:MEDDICC

Company Brief

Figma

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

Website LinkedIn