Distribution Partner Manager

Figma · San Francisco, CA • New York, NY • United States · Business Development · listed February 28, 2026

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The shape of it

Seniority

Executive

Experience asked

3–10 years

Where

Not stated

Stated pay

$140,000 – $296,000 USD

Requirements listed

Length

1,013 words

In the posting’s own words

This is not a channel sales role - we are focused on new critical initiatives and analyzing how partnerships best serve the long-term needs of Figma’s business. This is an exciting opportunity to join an emerging team at Figma where you will play an active role in shaping our long-term partner strategy. You will build new revenue-focused partner programs from scratch and scale our existing motions to better serve customers as Figma’s platform continues to evolve.

What it asks for · 4

10+ years of professional experience in partnerships, business development, channel, or related GTM roles
3+ years of experience handling external GTM partners (e.g., SIs, agencies, consultancies, ISVs, resellers, marketplaces, or referral partners)
Proven experience building partner programs or strategies from inception to execution, including defining important metrics and revenue goals
Experience managing multiple strategic partner relationships simultaneously and driving measurable revenue outcomes

Also a plus

Experience working with partners to influence or capture business within the U.S. Federal government
Worked at a service organization or channel partner in a direct GTM capacity
Sold to product, design, or technical audiences
Familiar with UX/UI design principles, collaboration tools, or digital product development workflows
Exposure to a sales methodology (e.g., MEDDICC, Command of the Message)

What the job covers

Identify, evaluate, and execute new strategic distribution opportunities that require complementary GTM partners, and onboard qualified organizations into Figma’s formal partner program
Manage and grow relationships with service and commercial partners across AMER — including public sector and Federal clients — driving partner-influenced revenue and aligning on mutual success plans, critical metrics, and documented wins
Partner with Figma’s GTM teams to source, scope, and progress partner-influenced opportunities, while identifying new co-marketing and co-selling motions that expand reach and unlock new use cases
Evaluate and mature indirect sales motions in the context of Figma’s established sales model, recommending improvements that streamline execution and support long-term growth
Educate and enable the partner ecosystem on Figma’s products, services, and AI capabilities, while building strong cross-functional relationships with Sales, Marketing, Customer Experience, Product, and other internal partners

Tools and skills named

Product & design

Figma13×
User experience

Go to market

Go-to-market7×
Partnerships4×

Ways of working

Cross-functional

Words the posting leans on

partner15×
experience6×
gtm6×
design5×
product5×
revenue5×
sales5×
business4×
driving4×
partnerships4×
channel3×
customers3×
growth3×
long-term3×
motions3×
platform3×

Counted from the posting after the mission statement and the legal notices are set aside. The ones near the top are the ones a screener is looking for.

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