Description
We're looking for a Technical & Competitive Sales Solutions Manager to shape how Figma positions our cross-product technical solutions and differentiates from both established and emerging competitors across priority segments and markets. This role will define our technical narrative and solutions, and translate competitive insights into clear and differentiated positioning.
The ideal candidate combines analytical rigor with exceptional storytelling and a strong understanding of enterprise sales motions. This is a high-visibility opportunity to build something new – you'll elevate Figma's technical and competitive capabilities, and strengthen our overall sales strategy in an increasingly dynamic market.
Responsibilities:
- Develop differentiated technical messaging and positioning to show Figma's strengths across product, design, and engineering workflows, aligned to Figma's sales narrative
- Collect and synthesize multi-source intelligence (customer and sales feedback, industry research, analyst insights, sales data, etc.) to identify actionable competitive trends and dynamics
- Create high-impact technical and competitive assets, including architectures, battlecards, objection-handling frameworks, customer-facing materials, and segment-specific guides
- Establish scalable intake channels for competitive and buyer feedback, along with a framework for distributing insights across product and GTM stakeholders to influence company strategies
- Partner with the product team to understand and influence Figma's product roadmap, funneling buyer feedback to highlight emerging customer needs and identify opportunities for new features that would increase differentiation and product-market fit
Requirements:
- 4+ years of experience in competitive intelligence, product marketing, sales, or a related field
- 4+ years of either go-to-market or direct work experience in software engineering, product development, or a related technical field
- Process creation experience – developing new processes, optimizing existing ones, and influencing decisions without direct authority
- Strong analytical, critical thinking, and problem-solving skills, with the ability to synthesize and interpret data and information from multiple sources and present it in a clear and concise manner
- Excellent communication, presentation, and storytelling skills, with the ability to tailor the message and format to different audiences and levels of the organization
- Self-motivation and proactivity, with the ability to work independently and cross-functionally in a fast-paced and dynamic environment
Preferred Qualifications:
- Customer facing experience (e.g., sales, customer success, consulting)
- Experience with Figma products
- Technical experience – building products, coding/development, or similar