# Director, Mid-Market Sales

**Company:** [Figma](https://hotfix.jobs/companies/figma)
**Location:** New York, NY, San Francisco, CA
**Role:** Account Executive
**Salary:** $160k – $200k/yr
**Experience:** 8+ years
**Skills:** SaaS Sales, Sales Leadership, MEDDICC, Territory Planning, Account Mapping, Quota Attainment, Demand Generation, Pipeline Management, Forecasting, Go-to-Market Strategy
**Posted:** 2026-06-11

> Lead a team of Managers and Account Executives selling Figma to mid-market organizations (500-5k employees). Drive revenue through complex, multi-threaded sales cycles and coach teams on strategic account engagement.

## Job Description

## What you’ll do at Figma:

- Execute and optimize the established sales process, including territory planning, account mapping, and quota attainment frameworks.
- Recruit, develop, and scale a high-performing team of Managers and Account Executives capable of leading complex, executive-level negotiations.
- Coach teams on strategic "High, Wide, and Long" account engagement, driving deep multi-threading across Product, Engineering, Design, and IT stakeholders.
- Build a culture of proactive demand generation by aligning Figma’s value proposition to broader business initiatives and uncovering unbudgeted opportunities.
- Develop segment-specific playbooks and enforce rigorous qualification methodologies (MEDDICC) to drive consistent, repeatable execution.
- Partner cross-functionally with Marketing, RevOps, and Solutions Consulting to align go-to-market strategies with mid-market growth objectives.
- Serve as an executive sponsor for strategic accounts, providing hands-on leadership through critical deal cycles while preparing top talent for advancement into Enterprise sales and leadership roles.
- Monitor business performance through pipeline, forecast, and competitive metrics, while communicating market insights and segment needs to senior leadership to strengthen Figma’s competitive position.

## Requirements:

- 8+ years of SaaS sales experience and 4+ years of sales leadership (including 2+ years of second-line leadership), with a strong track record in mid-market deals.
- Proven success recruiting, developing, and retaining high-performing Account Executives who excel in complex, multi-threaded executive sales cycles.
- Deep expertise in enterprise sales methodologies, including MEDDICC, and experience leading teams through the evolution from product-led growth to consultative selling.
- Consistent record of exceeding net new revenue targets in high-growth environments, with the executive presence to engage and influence VP- and C-suite stakeholders.
- Thrives in ambiguity and has demonstrated success building and operationalizing scalable sales playbooks, processes, and go-to-market strategies.

## Nice-to-haves:

- A background at a product-led growth organization that successfully transitioned into a consultative enterprise motion.
- Deep familiarity with Figma's ecosystem or broader expertise in design, UX, and developer tooling.
- Proficiency in Command of the Message or rigorous qualification frameworks like MEDDIC.

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