Distribution Partner Manager

ABOUT THE ROLE Figma is a leading design platform that empowers teams to bring ideas to life and work together in real-time from anywhere in the world. As a passionate creative and builder, you will join a mission-driven team that is shaping the future of design and collaboration. We are seeking an experienced business development and partnerships professional to scale our distribution partnerships team and drive revenue growth through strategic alliances. WHAT YOU'LL DO As a key member of our distribution partnerships team, you will be responsible for identifying, evaluating, and executing new strategic distribution opportunities with complementary GTM partners. You will onboard qualified organizations into Figma's formal partner program, manage and grow relationships with service and commercial partners across North America, and drive partner-influenced revenue. You will also partner with Figma's GTM teams to source, scope, and progress partner-influenced opportunities, identify new co-marketing and co-selling motions, and evaluate and mature indirect sales motions. Your responsibilities will include: - Identifying and evaluating new strategic distribution opportunities with complementary GTM partners - Onboarding qualified organizations into Figma's formal partner program - Managing and growing relationships with service and commercial partners across North America - Driving partner-influenced revenue and aligning on mutual success plans, critical metrics, and documented wins - Partnering with Figma's GTM teams to source, scope, and progress partner-influenced opportunities - Identifying new co-marketing and co-selling motions that expand reach and unlock new use cases - Evaluating and maturing indirect sales motions in the context of Figma's established sales model WHAT YOU'LL NEED To be successful in this role, you will need: - 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 WHY REMOTE This role can be held from our New York City or San Francisco hub, or remotely in the United States. We offer a flexible work environment that allows you to work from anywhere and be part of a mission-driven team. BENEFITS Figma offers a competitive package of additional benefits, including: - Equity to employees - Health, dental, and vision insurance - Retirement with company contribution - Parental leave and reproductive or family planning support - Flexible work environment that allows you to work from anywhere Note: The annual base salary range for this role is not disclosed in the original description, only that it will be decided based on factors including individual qualifications, market demands, and specific work location.