Manager, Distribution Partnerships

The shape of it

In the posting’s own words

This is a player/coach role: you will both lead and develop a team of Distribution Partner Managers and personally own the execution of Figma's most important and complex GTM partner relationships. You will build partner program playbooks, establish engagement frameworks, and help define the future of the distribution partnerships function as Figma continues to scale globally.

What it asks for · 6

• 12+ years of professional experience in partnerships, business development, strategic alliances, or related GTM roles
• 3+ years of direct people management experience, including full performance cycles (goal-setting, coaching, performance management) for ICs at a high-growth SaaS company
• Proven track record of personally managing executive-level relationships with global SIs or Tier-1 consulting firms while driving measurable commercial outcomes
• Experience building partner programs or engagement frameworks from scratch - not just inheriting and refining mature, established programs
• Demonstrated player / coach mentality - comfortable being both a manager and a hands-on individual contributor at the same time
• Strong cross-functional influence skills - represent the partner function credibly with VP-level stakeholders to successfully gain buy-in for partner investments

Also a plus

• Knowledge of US Federal or public sector partner motions and procurement processes
• Experience developing partner programs in Latin America, including Spanish and / or Portuguese language skills
• Previous time inside a global SI or professional services firm in a client-delivery or alliance management capacity
• Familiarity with UX/UI design principles, collaboration tools, and AI-supported digital product development workflows

What the job covers

• Lead, develop, and manage a team of 2 to 3 Distribution Partner Managers across North America (this may grow over time based on results and quantifiable impact); provide consistent coaching, clear goal-setting, and formal performance management
• Personally own and manage complex partner relationships with large services organizations (such as global SIs, major agencies, and consulting firms); includes executive-level engagement, mutual success planning, and driving positive post-sale outcomes / partner-influenced revenue
• Build program playbooks, partner engagement frameworks, and onboarding models from scratch - creating scalable tools that the global distribution partner team can adopt and execute
• Develop new partner strategies for emerging, high-growth opportunities at Figma; includes identifying new types of distribution partners and leading early-stage partner recruitment
• Represent the distribution partnerships function with VP+ stakeholders across Sales, Marketing, Customer Success, GTM Operations, and Product; serve as a senior voice for the partner program in cross-functional forums

Tools and skills named

Words the posting leans on

• partner17×
• distribution8×
• global6×
• program6×
• alliances4×
• design4×
• develop4×
• distribution partnerships4×
• experience4×
• management4×
• personally4×
• relationships4×
• complex3×
• distribution partner3×
• engagement frameworks3×
• gtm3×

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.

More open at Figma

• Account Executive, Emerging Enterprise (Berlin, Germany)Berlin, Germany
• Account Executive, EnterpriseSan Francisco, CA • New York, NY • United States
• Account Executive, Enterprise (Bengaluru, India)Bengaluru, India
• Account Executive, Enterprise (Berlin, Germany)Berlin, Germany
• Account Executive, Enterprise, Mandarin Speaking (Singapore)Singapore
• Account Executive, Enterprise (Paris, France)Paris, France