Distribution Partner Manager

## Responsibilities - 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 ## Requirements - 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 ## Nice to Have - 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) ## Benefits - Full-time role that can be held from our New York City or San Francisco hub - or remotely in the United States - 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.