Sales Development Director

Description:

Figma is a web-born company dedicated to making design accessible to all by enabling product teams to brainstorm, design, and build better products collaboratively. Known for simplifying workflows and improving design processes, Figma fosters a creative and inclusive culture. The company believes great products are built together.

Job Summary:

The Director, Sales Development will lead a global team of Managers and Sales Development Representatives (SDRs) responsible for engaging, qualifying, and expanding Figma’s growing customer base. This role will unify Sales Development teams across Americas, EMEA, and JAPAC, streamline inbound and outbound sales processes, and partner with leadership in Sales, Marketing, and Operations. Reporting to the VP, Commercial Sales, this position requires a creative, collaborative sales leader focused on team development, data-driven growth, and delivering pipeline and revenue goals.

Key Responsibilities:

• Build, develop, and inspire a high-performing global SDR team across inbound and outbound workflows.

• Recruit, onboard, and coach top-tier talent, fostering growth and mentorship.

• Create scalable, data-driven processes and playbooks to exceed pipeline and revenue targets while maintaining excellent customer experience.

• Manage and analyze SDR organization performance including forecasting, pipeline, revenue, and activity metrics aligned with company objectives.

• Continuously optimize workflows to improve inbound response times and outbound engagement across regions.

• Lead with empathy to cultivate a collaborative and inclusive team culture.

• Collaborate closely with Sales, Marketing, and Operations leadership to leverage data and align strategic execution.

Required Qualifications:

• 10+ years sales experience, preferably in SaaS.

• 5+ years leading SDR teams of 30+ with direct reports including managers; global responsibility preferred.

• Proven success in achieving and exceeding pipeline generation and revenue goals.

• Experience defining scalable sales processes and building playbooks in fast-growing companies.

• Ability to lead both inbound and outbound sales teams, balancing people, culture, and results.

• Creative problem solver with strategic mindset.

• Highly collaborative, adaptable, and skilled in aligning teams around common goals.

Preferred (Not Required):

• Familiarity with Figma’s technical and competitive landscape.

• Experience in Product-Led Growth (PLG) organizations.

Compensation & Benefits:

• Annual base salary range of $146,300–$189,700 USD for SF/NY hubs (remote pay varies by location).

• Equity offering.

• Comprehensive benefits: health, dental, vision, retirement contributions, parental leave, mental health support, generous PTO, learning & development stipend, work from home stipend, cell phone reimbursement.

• Sales incentive pay for sales roles, annual bonus for eligible non-sales roles.