Impress employers and recruiters.
Choose from hundreds of resume examples.

Target Resume Now

Tailor your resume to this Director, SMB Sales (London, United Kingdom) role.

Rezi rewrites your resume against Figma's job description. Free.

Resume score gauge reading 58 out of 100

Don't guess if your resume is good enough.

See how it scores against the Director, SMB Sales (London, United Kingdom) posting at Figma — free, in seconds.

About the Role

Figma is seeking a Director, SMB Sales (EMEA) to lead a team of frontline managers and Account Executives. This role is critical in scaling a high-volume sales motion for growing businesses adopting Figma's Organization and Enterprise plans, influencing strategy across multiple departments and shaping the future of Figma's SMB business.

Responsibilities

Lead, develop, and inspire a team of frontline managers and Account Executives, building a high-performing culture focused on coaching, accountability, and customer impact.
Scale the EMEA SMB business by driving operational excellence across forecasting, pipeline management, inspection, and execution against revenue goals.
Partner with SMB leaders across the Americas and JAPAC to build a globally consistent sales motion, sharing best practices and raising execution standards across regions.
Recruit, hire, and develop exceptional sales leaders while building a strong internal pipeline of future Mid-Market leaders and second-line managers.
Coach managers through forecast reviews, pipeline inspections, deal strategy, call coaching, and performance management to improve both team execution and customer outcomes.
Use data to identify opportunities, test new strategies, and continuously improve the SMB sales motion, including territory design, pipeline generation, productivity, and conversion.
Partner closely with Operations, Enablement, Marketing, Solutions Consulting, Customer Experience, and Product to influence the evolution of the SMB business and improve how we serve customers globally.
Serve as an executive sponsor for strategic customer opportunities while representing the voice of EMEA in the continued evolution of Figma's global SMB strategy.

Requirements

8+ years of experience leading SaaS sales organizations, including at least 4 years in sales management.
Managed frontline leaders and spent at least 2 years in a second-line leadership role.
Led distributed sales teams across multiple countries and understand the differences between EMEA markets.
Comfortable balancing long-term strategy with the realities of day-to-day execution.
Built and scaled teams of Sales Managers and Account Executives in a high-growth company.
Experience with SMB or Commercial SaaS sales, particularly in a product-led growth business.
Know how to coach leaders, develop talent, and create inclusive teams that perform consistently.
Exceeded revenue targets while improving forecasting and building dependable sales processes.
Confident using data to make decisions and have worked closely with Marketing, Operations, Enablement, Product, and other go-to-market teams.
Experience using or working with Figma, or other UX/UI experience (plus).
Additional European language fluency (e.g. French, German, Spanish) (plus).
Experience with Command of the Message or MEDDIC/MEDDICC sales methodology (plus).
Background scaling teams across multiple EMEA markets simultaneously (plus).
Candidates must keep their cameras on during video interviews.
Required to attend in person onboarding if hired.

Skills

SaaS sales
Sales management
Leadership
Coaching
Accountability
Customer impact
Operational excellence
Forecasting
Pipeline management
Sales execution
Revenue goals
Global sales strategy
Talent development
Performance management
Data analysis
Territory design
Pipeline generation
Sales productivity
Conversion optimization
Cross-functional collaboration
Product-led growth
Command of the Message
MEDDIC/MEDDICC

Location

EMEA hubs

Work Type

Full time
Hybrid

Experience Level

8+ years of experience leading SaaS sales organizations
4+ years in sales management
2+ years in a second-line leadership role

About the Company

Figma is growing its 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 brainstorming, creating prototypes, translating designs into code, or iterating with AI.
Figma empowers teams to streamline workflows, move faster, and work together in real time from anywhere in the world.
Born on the Web, Figma helps entire product teams brainstorm, create, test, and ship better designs, together.
We believe that nothing great is made alone - come make with us!
We value leaders who think creatively, challenge the status quo, and build teams that consistently raise the bar for customer experience and business impact.
At Figma, one of our values is Grow as you go. We believe in hiring smart, curious people who are excited to learn and develop their skills.
At Figma we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our product and our community to flourish.

Equal Opportunity

Figma is an equal opportunity workplace - we are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity/expression, veteran status, or any other characteristic protected by law.
We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.
We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment.
Examples of accommodations include but are not limited to: Holding interviews in an accessible location, Enabling closed captioning on video conferencing, Ensuring all written communication be compatible with screen readers, Changing the mode or format of interviews.