Director, SMB Sales (London, United Kingdom)

The shape of it

In the posting’s own words

At Figma, one of our values is Grow as you go. We believe in hiring smart, curious people who are excited to learn and develop their skills. If you’re excited about this role but your past experience doesn’t align perfectly with the points outlined in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.

What it asks for · 5

• 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. Comfortable balancing long-term strategy with the realities of day-to-day execution.
• Built and scaled teams of Sales Managers and Account Executives in a high-growth company. Ideally, you also have experience with SMB or Commercial SaaS sales, particularly in a product-led growth business.
• You know how to coach leaders, develop talent, and create inclusive teams that perform consistently. You’ve exceeded revenue targets while improving forecasting and building dependable sales processes.
• Confident using data to make decisions and have worked closely with Marketing, Operations, Enablement, Product, and other go-to-market teams.

Also a plus

• 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

What the job covers

• 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.

Tools and skills named

Words the posting leans on

• sales15×
• smb9×
• experience8×
• customer7×
• emea7×
• leaders7×
• design6×
• product6×
• managers5×
• business4×
• develop4×
• execution4×
• growing4×
• pipeline4×
• strategy4×
• account executives3×

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, 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
• Account Executive, Enterprise (Sydney or Melbourne, Australia)Sydney, Australia • Melbourne, Australia