Manager, Distribution Partnerships

What you'll do at Figma

• Lead, develop, and manage a team of 2 to 3 Distribution Partner Managers across North America; provide consistent coaching, clear goal-setting, and formal performance management
• Personally own and manage complex partner relationships with large services organizations (such as global SIs, major agencies, and consulting firms); includes executive-level engagement, mutual success planning, and driving positive post-sale outcomes / partner-influenced revenue
• Build program playbooks, partner engagement frameworks, and onboarding models from scratch - creating scalable tools that the global distribution partner team can adopt and execute
• Develop new partner strategies for emerging, high-growth opportunities at Figma; includes identifying new types of distribution partners and leading early-stage partner recruitment
• Represent the distribution partnerships function with VP+ stakeholders across Sales, Marketing, Customer Success, GTM Operations, and Product; serve as a senior voice for the partner program in cross-functional forums

Requirements

• 12+ years of professional experience in partnerships, business development, strategic alliances, or related GTM roles
• 3+ years of direct people management experience, including full performance cycles (goal-setting, coaching, performance management) for ICs at a high-growth SaaS company
• Proven track record of personally managing executive-level relationships with global SIs or Tier-1 consulting firms while driving measurable commercial outcomes
• Experience building partner programs or engagement frameworks from scratch - not just inheriting and refining mature, established programs
• Demonstrated player / coach mentality - comfortable being both a manager and a hands-on individual contributor at the same time
• Strong cross-functional influence skills - represent the partner function credibly with VP-level stakeholders to successfully gain buy-in for partner investments

Nice-to-haves

• Knowledge of US Federal or public sector partner motions and procurement processes
• Experience developing partner programs in Latin America, including Spanish and / or Portuguese language skills
• Previous time inside a global SI or professional services firm in a client-delivery or alliance management capacity
• Familiarity with UX/UI design principles, collaboration tools, and AI-supported digital product development workflows