# Director, SMB Sales (London, United Kingdom)

**Company**: Figma
**Location**: London, England
**Experience**: executive
**Job type**: full-time
**Category**: Sales
**Industry**: Technology

**Apply**: https://job-boards.greenhouse.io/figma/jobs/6163420004?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_eb680a43-d27

## Description

Figma is growing its team of passionate creatives and builders on a mission to make design accessible to all.

As Director of SMB Sales, EMEA, you'll lead a team of frontline managers and Account Executives responsible for helping growing businesses adopt Figma's Organization and Enterprise plans.

Responsibilities:

- Lead, develop, and inspire a team of frontline managers and Account Executives, building a high-performing culture focused on coaching, accountability, and customer impact.

- Scale the EMEA SMB business by driving operational excellence across forecasting, pipeline management, inspection, and execution against revenue goals.

- Partner with SMB leaders across the Americas and JAPAC to build a globally consistent sales motion, sharing best practices and raising execution standards across regions.

- Recruit, hire, and develop exceptional sales leaders while building a strong internal pipeline of future Mid-Market leaders and second-line managers.

- Coach managers through forecast reviews, pipeline inspections, deal strategy, call coaching, and performance management to improve both team execution and customer outcomes.

- Use data to identify opportunities, test new strategies, and continuously improve the SMB sales motion, including territory design, pipeline generation, productivity, and conversion.

- Partner closely with Operations, Enablement, Marketing, Solutions Consulting, Customer Experience, and Product to influence the evolution of the SMB business and improve how we serve customers globally.

- Serve as an executive sponsor for strategic customer opportunities while representing the voice of EMEA in the continued evolution of Figma's global SMB strategy.

Requirements:

- 8+ years of experience leading SaaS sales organizations, including at least 4 years in sales management.

- You've managed frontline leaders and spent at least 2 years in a second-line leadership role.

- You've led distributed sales teams across multiple countries and understand the differences between EMEA markets.

- Built and scaled teams of Sales Managers and Account Executives in a high-growth company.

- You know how to coach leaders, develop talent, and create inclusive teams that perform consistently.

Nice to Have:

- Experience using or working with Figma, or other UX/UI experience

- Additional European language fluency (e.g. French, German, Spanish)

- Experience with Command of the Message or MEDDIC/MEDDICC sales methodology

- Background scaling teams across multiple EMEA markets simultaneously

## Skills

### Required
- SaaS sales
- sales management
- team leadership
- forecasting
- pipeline management
- data analysis

### Nice to have
- Figma
- UX/UI experience
- European language fluency
- Command of the Message
- MEDDIC/MEDDICC sales methodology

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Source: [Apply at job-boards.greenhouse.io](https://job-boards.greenhouse.io/figma/jobs/6163420004?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)