Figma is looking for a Director, Mid-Market Sales to lead a team of Managers and Account Executives responsible for the engagement, expansion and retention of our rapidly growing customer base. Youll consult with our existing customer base and potential customers in driving meaningful relationships that contribute to the customer experience and revenue to our bottom line. We are targeting organizations (from 500 - 5k Employees) where deal complexity, stakeholder multi-threading, and strategic impact necessitate a repeatable sales motion. You will report to the Senior Director, Mid-Market. This is a full time role that can be held from one of our US hubs, either San Francisco or New York. What youll do at Figma: 3 Execute and optimize the established sales process, including territory planning, account mapping, and quota attainment frameworks. 3 Recruit, develop, and scale a high-performing team of Managers and Account Executives capable of leading complex, executive-level negotiations. 3 Coach teams on strategic "High, Wide, and Long" account engagement, driving deep multi-threading across Product, Engineering, Design, and IT stakeholders. 3 Build a culture of proactive demand generation by aligning Figmas value proposition to broader business initiatives and uncovering unbudgeted opportunities. 3 Develop segment-specific playbooks and enforce rigorous qualification methodologies (MEDDICC) to drive consistent, repeatable execution. 3 Partner cross-functionally with Marketing, RevOps, and Solutions Consulting to align go-to-market strategies with mid-market growth objectives. 3 Serve as an executive sponsor for strategic accounts, providing hands-on leadership through critical deal cycles while preparing top talent for advancement into Enterprise sales and leadership roles. 3 Monitor business performance through pipeline, forecast, and competitive metrics, while communicating market insights and segment needs to senior leadership to strengthen Figmas competitive position. Wed love to hear from you if you have: 3 8+ years of SaaS sales experience and 4+ years of sales leadership (including 2+ years of second-line leadership), with a strong track record in mid-market deals. 3 Proven success recruiting, developing, and retaining high-performing Account Executives who excel in complex, multi-threaded executive sales cycles. 3 Deep expertise in enterprise sales methodologies, including MEDDICC, and experience leading teams through the evolution from product-led growth to consultative selling. 3 Consistent record of exceeding net new revenue targets in high-growth environments, with the executive presence to engage and influence VP- and C-suite stakeholders. 3 Thrives in ambiguity and has demonstrated success building and operationalizing scalable sales playbooks, processes, and go-to-market strategies. While not required, its an added plus if you also have: 3 A background at a product-led growth organization that successfully transitioned into a consultative enterprise motion 3 Deep familiarity with Figmas ecosystem or broader expertise in design, UX, and developer tooling 3 Proficiency in Command of the Message or rigorous qualification frameworks like MEDDIC Pay Transparency Disclosure If based in Figmas San Francisco or New York hub offices, this role has the annual base salary range stated below. Job level and actual compensation will be decided based on factors including, but not limited to, individual qualifications objectively assessed during the interview process (including skills and prior relevant experience, potential impact, and scope of role), market demands, and specific work location. The listed range is a guideline, and the range for this role may be modified. For roles that are available to be filled remotely, the pay range is localized according to employee work location by a factor of between 80% and 100% of range. Please discuss your specific work location with your recruiter for more information. Figma offers equity to employees, as well a competitive package of additional benefits, including health, dental & vision, retirement with company contribution, parental leave & reproductive or family planning support, mental health & wellness benefits, generous PTO, company recharge days, a learning & development stipend, a work from home stipend, and cell phone reimbursement. Figma also offers sales incentive pay for most sales roles and an annual bonus plan for eligible non-sales roles. Figmas compensation and benefits are subject to change and may be modified in the future. Annual Base Salary Range: $160,000-$200,000 USD