Distribution Partner Manager

Figma's distribution partnerships team is passionate about unlocking new sources of revenue and hyper-scaling growth through the power of strategic alliances. This includes accelerating go-to-market (GTM) efforts, driving adoption of Figma's platform, and unlocking new use cases via our suite of AI tools. We are looking to hire an experienced business development and partnerships professional to scale our efforts with agencies, systems integrators, consultancies, and commercial partners (resellers) across the globe. This includes driving revenue growth and supporting customers across North America in both commercial and public sectors (government).

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.

This is a full-time role that can be held from our New York City or San Francisco hub - or remotely in the United States.

Job Summary

Identify, evaluate, and execute new strategic distribution opportunities that require complementary GTM partners, and onboard qualified organizations into Figma's formal partner program.

Key Responsibilities

• 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

We love to hear from you if you have:

• 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.

While not required, it's an added plus if you also 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.
• Familiarity with UX/UI design principles, collaboration tools, or digital product development workflows.
• Exposure to a sales methodology (e.g., MEDDICC, Command of the Message).

About Figma

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.