Director, SMB Sales (London, United Kingdom)

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