Director, SMB Sales (London, United Kingdom)

London, England. Posted 2 months ago

The role

You will lead a team of frontline managers and Account Executives to help growing businesses adopt Figma's Organization and Enterprise plans. You will scale the EMEA SMB business and partner with global leaders to drive consistent sales motions.

What you will do

Lead, develop, and inspire a team of frontline managers and Account Executives.
Scale the EMEA SMB business through operational excellence in forecasting and pipeline management.
Partner with SMB leaders across the Americas and JAPAC to build a globally consistent sales motion.
Recruit, hire, and develop sales leaders and an internal pipeline for future leaders.
Coach managers through forecast reviews, pipeline inspections, deal strategy, and performance management.
Use data to identify opportunities and improve territory design, pipeline generation, and productivity.
Partner with Operations, Enablement, Marketing, Solutions Consulting, Customer Experience, and Product.
Serve as an executive sponsor for strategic customer opportunities.

Required qualifications

8+ years of experience leading SaaS sales organizations.
At least 4 years in sales management.
At least 2 years in a second-line leadership role.
Experience leading distributed sales teams across multiple countries.
Experience building and scaling teams of Sales Managers and Account Executives in a high-growth company.
Experience exceeding revenue targets while improving forecasting and building sales processes.
Ability to use data to make decisions and work with go-to-market teams.

Nice to have

Experience with SMB or Commercial SaaS sales, particularly in a product-led growth business.
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.

About the company

Figma is a platform that helps teams brainstorm, create, test, and ship designs. The company is on a mission to make design accessible to all.