Director, SMB Sales (London, United Kingdom)

Overview

Figma is seeking a Director of SMB Sales for the EMEA region to join the Global Commercial organization. The successful candidate will lead a team of frontline managers and Account Executives to help growing businesses adopt Organization and Enterprise plans. This position reports to the VP of Commercial Sales and involves scaling a high-volume sales motion while collaborating with leaders across the Americas and JAPAC to drive consistency and share best practices globally. Visa sponsorship may be offered for suitable candidates.

Requirements

Applicants must have eight or more years of experience leading SaaS sales organizations, which includes at least four years in sales management. This background must feature a minimum of two years in a second-line leadership role managing frontline leaders. Candidates should have experience leading distributed sales teams across multiple countries in EMEA, balancing long-term strategy with daily execution, and building teams in high-growth companies. Additional qualifications include a proven record of exceeding revenue targets, improving forecasting, building dependable sales processes, and making data-driven decisions alongside go-to-market teams. Experience with SMB or Commercial SaaS sales, product-led growth businesses, Figma or UX and TUI tools, European language fluency, Command of the Message or MEDDIC methodologies, and scaling teams across multiple EMEA markets simultaneously are considered advantageous additions.