Manager, Distribution Partnerships

About this role

<div class="content-intro"><p>Figma is growing our team of passionate creatives and builders on a mission to make design accessible to all. Figma’s platform helps teams bring ideas to life—whether you're brainstorming, creating a prototype, translating designs into code, or iterating with AI. From idea to product, Figma empowers teams to streamline workflows, move faster, and work together in real time from anywhere in the world. If you're excited to shape the future of design and collaboration, join us!</p></div><p class="font-claude-response-body break-words whitespace-normal">Figma's distribution partnerships team is passionate about unlocking new sources of revenue and hyper-scaling growth through the power of strategic alliances. We are looking for an experienced senior partnerships leader to manage and develop our AMER distribution partnerships team while personally owning Figma's most strategically complex global alliances - including our relationships with global system integrators and high-priority service partners.</p> <p class="font-claude-response-body break-words whitespace-normal">This is a player/coach role: you will both lead and develop a team of Distribution Partner Managers and personally own the execution of Figma's most important and complex GTM partner relationships. You will build partner program playbooks, establish engagement frameworks, and help define the future of the distribution partnerships function as Figma continues to scale globally.</p> <p class="font-claude-response-body break-words whitespace-normal">This is a full time role that can be held from one of our US hubs or remotely in the United States.</p> <p class="font-claude-response-body break-words whitespace-normal"><strong>What you'll do at Figma:</strong></p> <ul class="[li_&]:mb-0 [li_&]:mt-1 [li_&]:gap-1 [&:not(:last-child)_ul]:pb-1 [&:not(:last-child)_ol]:pb-1 list-disc flex flex-col gap-1 pl-8 mb-3"> <li class="font-claude-response-body whitespace-normal break-words pl-2">Lead, develop, and manage a team of 2 to 3 Distribution Partner Managers across North America (this may grow over time based on results and quantifiable impact); provide consistent coaching, clear goal-setting, and formal performance management</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Personally own and manage complex partner relationships with large services organizations (such as global SIs, major agencies, and consulting firms); includes executive-level engagement, mutual success planning, and driving positive post-sale outcomes / partner-influenced revenue</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Build program playbooks, partner engagement frameworks, and onboarding models from scratch - creating scalable tools that the global distribution partner team can adopt and execute</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Develop new partner strategies for emerging, high-growth opportunities at Figma; includes identifying new types of distribution partners and leading early-stage partner recruitment</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Represent the distribution partnerships function with VP+ stakeholders across Sales, Marketing, Customer Success, GTM Operations, and Product; serve as a senior voice for the partner program in cross-functional forums</li> </ul> <p class="font-claude-response-body break-words whitespace-normal"><strong>We'd love to hear from you if you have:</strong></p> <ul class="[li_&]:mb-0 [li_&]:mt-1 [li_&]:gap-1 [&:not(:last-child)_ul]:pb-1 [&:not(:last-child)_ol]:pb-1 list-disc flex flex-col gap-1 pl-8 mb-3"> <li class="font-claude-response-body whitespace-normal break-words pl-2">12+ years of professional experience in partnerships, business development, strategic alliances, or related GTM roles</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">3+ years of direct people management experience, including full performance cycles (goal-setting, coaching, performance management) for ICs at a high-growth SaaS company</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Proven track record of personally managing executive-level relationships with global SIs or Tier-1 consulting firms while driving measurable commercial outcomes</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Experience building partner programs or engagement frameworks from scratch - not just inheriting and refining mature, established programs</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Demonstrated player / coach mentality - comfortable being both a manager and a hands-on individual contributor at the same time</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Strong cross-functional influence skills - represent the partner function credibly with VP-level stakeholders to successfully gain buy-in for partner investments</li> </ul> <p class="font-claude-response-body break-words whitespace-normal"><strong>While it's not required, it's an added plus if you also have:</strong></p> <ul class="[li_&]:mb-0 [li_&]:mt-1 [li_&]:gap-1 [&:not(:last-child)_ul]:pb-1 [&:not(:last-child)_ol]:pb-1 list-disc flex flex-col gap-1…