Distribution Partner Manager (London, United Kingdom)

About Figma

Figma is growing our team of passionate creatives and builders on a mission to make design accessible to all. Figma’s platform helps teams bring ideas to life—whether you’re brainstorming, creating a prototype, translating designs into code, or iterating with AI. From idea to product, Figma empowers teams to streamline workflows, move faster, and work together in real time from anywhere in the world. If you’re excited to shape the future of design and collaboration, join us!

Job Summary

Figma’s distribution partnerships team is focused on unlocking new sources of revenue and hyper-scaling growth through the power of strategic alliances. This includes accelerating go-to-market (GTM) efforts, serving the needs of our customers, and bringing Figma’s platform to new organizations around the world. We are looking to hire our first international partner manager to specifically support agencies, systems integrators, consultancies, and commercial partners (resellers) across EMEA. This is an exciting opportunity to join an emerging team at Figma where you will play an active role in shaping our long-term partner strategy; including building new partner programs from scratch and scaling our existing motions to new customers and partners across EMEA.

Key Responsibilities

• Identify, evaluate, and onboard new prospects for our official service partner program
• Partner with Figma’s GTM teams to source, scope, and progress partner-influenced sales opportunities
• Manage stakeholder relationships with both official and unofficial distribution partners – including identifying new co-marketing and co-selling opportunities
• Foster long-term relationships with partners by creating mutual success plans – including documenting wins and monitoring defined KPIs to hold both Figma and our partners accountable
• Evaluate opportunities to mature and streamline our relationships with resellers in context of Figma’s existing sales model
• Educate our wider partner ecosystem on Figma’s products, services, and capabilities in tandem with our partner enablement team
• Develop and nurture internal relationships with sales, marketing, customer experience, and product teams by advocating the benefits our wider partner network

Requirements

• 7+ years of total experience in equivalent or relevant fields
• 3+ years of experience in a GTM organization working with external professional services organizations (SIs, agencies, consulting firms) and / or GTM partners (channel resellers, marketplaces, referral partners)
• Built partner tactics, programs, and / or strategies from scratch
• Managed relationships with multiple strategic partners at once to drive new business

Preferred Qualifications

• Professional proficiency in one or more major European languages
• Worked at a service organization or channel partner in a direct GTM role
• Spent time in the design and / or digital product development industry