Sales Development Director

Summary

Join Figma's dynamic team as a Director, Sales Development, leading and inspiring a global SDR team to achieve and exceed pipeline and revenue goals. You will build, develop, and manage a high-performing team, creating scalable processes and playbooks. Responsibilities include recruiting top talent, optimizing workflows, and collaborating with Sales, Marketing, and Operations leadership. This full-time role can be based in a US hub or remotely within the United States. Figma offers a competitive compensation package and benefits, including equity, health insurance, retirement contributions, parental leave, and more. The ideal candidate possesses extensive sales experience, a proven track record of success, and strong leadership skills.

Requirements

• 10+ years of sales experience (preferably within SaaS)
• 5+ years experience leading an SDR team of 30+, including managers that directly report to you (global responsibility preferred)
• Proven track record of consistently achieving and exceeding pipeline generation and revenue objectives
• Experience defining processes, building playbooks for others to follow in a fast-growing company
• Experience building, scaling and leading a team with both inbound and outbound responsibilities while maintaining a strong focus on people, culture, and results
• A creative problem-solving mindset and the ability to implement unique solutions aligned with business objectives
• Highly collaborative approach with the ability to navigate change and align teams around common objectives

Responsibilities

• Build, develop, and inspire a hard-working global SDR team that consistently delivers results across inbound and outbound workflows, ensuring high-quality engagement with prospects and customers
• Recruit, onboard, and develop top-tier talent, cultivating a team of high performers through impactful coaching, mentorship, and growth opportunities
• Create scalable, data-driven processes and playbooks that enable the team to achieve and exceed pipeline and revenue goals, while maintaining a strong focus on customer experience
• Manage and analyze the performance of the SDR organization, including forecasting, pipeline and revenue generation, and activity metrics to ensure alignment with company objectives
• Optimize and continuously refine workflows to improve inbound response times and outbound engagement, driving top-of-funnel growth in a PLG environment to drive improvements across all regions and segments
• Lead with empathy, fostering a collaborative and inclusive culture where team members feel supported and empowered to achieve their best work
• Collaborate with Sales, Marketing, and Operations leadership to develop strategies that leverage data and other insights for day-to-day execution and long-term planning

Preferred Qualifications

• Understanding of Figma’s technical and competitive landscape
• Experience working in a PLG organization

Benefits

• Equity
• Health, dental & vision
• Retirement with company contribution
• Parental leave & reproductive or family planning support
• Mental health & wellness benefits
• Generous PTO
• Company recharge days
• A learning & development stipend
• A work from home stipend
• Cell phone reimbursement
• Sales incentive pay for most sales roles