Director, Sales Development

About the position

Figma is looking for a Director, Sales Development to join our dynamic team of creatives, engineers, marketers, and brilliant business folks. As a Director, Sales Development, you will lead a team of Managers and Sales Development Representatives responsible for the engagement, qualification, and expansion of our rapidly growing customer base. You aren't the typical sales leader, and we aren't the typical design tool company. At Figma, we think creatively, lift constraints that block our imagination everyday, and we expect you to do the same. With this role you will unify our existing Sales Development teams across the Americas, EMEA, and JAPAC. You will streamline our inbound and outbound motions across all sales segments that will generate potential opportunities for the Figma sales team. You will partner with strategic leadership across Sales, Marketing, and Operations. This role reports to the VP, Commercial Sales. This is a full time role that can be held from one of our US hubs or remotely in the United States.

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

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

Nice-to-haves

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