Director, SMB Sales (London, United Kingdom)

Figma
London
Workplace: OnsiteFull timeFunction: SalesExperience: 8+ yearsSkills: ["Leadership","Coaching","Team development","Data-driven decision making","Strategic thinking","Inclusive leadership"]

Lead the EMEA SMB Sales team by developing frontline managers and Account Executives, scaling a high-volume sales motion, and driving operational excellence across forecasting, pipeline management, and deal execution. Partner across Americas and JAPAC to build a consistent approach for SMB customers, recruit and grow future leaders, use data to optimize territory and conversion, and represent EMEA in shaping the global SMB sales strategy.

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FursaFursa
Figma
Figma
16 hours ago

Director, SMB Sales (London, United Kingdom)

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Job Summary

Lead the EMEA SMB Sales team by developing frontline managers and Account Executives, scaling a high-volume sales motion, and driving operational excellence across forecasting, pipeline management, and deal execution. Partner across Americas and JAPAC to build a consistent approach for SMB customers, recruit and grow future leaders, use data to optimize territory and conversion, and represent EMEA in shaping the global SMB sales strategy.
Location: London
Workplace: Onsite
Employment Type: Full time
Job Function: Sales
Seniority: Director level

Key Responsibilities

  • •Lead, develop, and inspire frontline managers and Account Executives, building a coaching- and accountability-focused culture.
  • •Scale EMEA SMB business by driving forecasting, pipeline management, inspection, and execution against revenue goals.
  • •Partner with SMB leaders across the Americas and JAPAC to build globally consistent sales motion and share best practices.
  • •Recruit, hire, and develop sales leaders, including building an internal pipeline of future Mid-Market leaders and second-line managers.
  • •Use data to identify opportunities, test strategies, and continuously improve the SMB sales motion including territory design, pipeline generation, productivity, and conversion.

Key Requirements

  • •8+ years leading SaaS sales organizations, including at least 4 years in sales management and at least 2 years in second-line leadership.
  • •Managed frontline leaders and understand differences across EMEA markets while balancing long-term strategy with day-to-day execution.
  • •Built and scaled sales teams of Sales Managers and Account Executives in a high-growth company, ideally with SMB or Commercial SaaS experience.
  • •Coached leaders to develop talent, create inclusive teams, and consistently exceed revenue targets while improving forecasting and dependable sales processes.
  • •Confident using data to drive decisions and partnering with Marketing, Operations, Enablement, Product, and other go-to-market teams to improve the SMB business motion.
Experience:8+ yearsSaaSSMBCommercial SaaSProduct-led growthEMEA
Skills:LeadershipCoachingTeam developmentData-driven decision makingStrategic thinkingInclusive leadership
Languages:FrenchGermanSpanish

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