Director, Mid-Market Sales

ABOUT THE ROLE We are seeking an experienced Director, Mid-Market Sales to lead our team of Managers and Account Executives in driving the growth and expansion of our rapidly expanding customer base. As a key member of our sales leadership team, you will be responsible for developing and executing strategies to engage, expand, and retain our customers, focusing on organizations with 500 to 5,000 employees. WHAT YOU'LL DO As Director, Mid-Market Sales, you will be responsible for executing and optimizing our established sales process, including territory planning, account mapping, and quota attainment frameworks. You will also lead the recruitment, development, and scaling of a high-performing team of Managers and Account Executives, capable of leading complex, executive-level negotiations. Your responsibilities will include: - Executing and optimizing the established sales process - Recruiting, developing, and scaling a high-performing team of Managers and Account Executives - Coaching teams on strategic account engagement and driving deep multi-threading across stakeholders - Building a culture of proactive demand generation and aligning Figma's value proposition to broader business initiatives - Developing segment-specific playbooks and enforcing rigorous qualification methodologies - Partnering cross-functionally with Marketing, RevOps, and Solutions Consulting to align go-to-market strategies - Serving as an executive sponsor for strategic accounts and providing hands-on leadership through critical deal cycles - Monitoring business performance through pipeline, forecast, and competitive metrics WHAT YOU'LL NEED To be successful in this role, you will need: - 8+ years of SaaS sales experience and 4+ years of sales leadership, with a strong track record in mid-market deals - Proven success recruiting, developing, and retaining high-performing Account Executives who excel in complex sales cycles - Deep expertise in enterprise sales methodologies, including MEDDICC - Consistent record of exceeding net new revenue targets in high-growth environments - Executive presence to engage and influence VP- and C-suite stakeholders WHY REMOTE As a remote employee, you will have the flexibility to work from anywhere in the world, while still being part of a fast-paced and dynamic team. You will have the opportunity to collaborate with colleagues from diverse backgrounds and expertise, and contribute to the growth and success of a leading design and collaboration platform. BENEFITS Figma offers a competitive package of additional benefits, including health insurance, parental leave, education stipend, life insurance, and a flexible schedule. We also offer equity to employees and a range of other benefits to support your growth and well-being.