Director, SMB Sales – EMEA

About the role

Figma is seeking a Director of SMB Sales for the EMEA region, reporting to the VP of Commercial Sales. The role will lead frontline managers and Account Executives to grow adoption of Figma’s Organization and Enterprise plans across small and medium‑size businesses. It is a full‑time position based in one of Figma’s EMEA hubs.

Key responsibilities

• Lead, develop and inspire a team of frontline managers and Account Executives, fostering a high‑performing, coaching‑focused culture.
• Scale the EMEA SMB business by overseeing forecasting, pipeline management, inspection and execution against revenue targets.
• Partner with SMB leaders in the Americas and JAPAC to create a globally consistent sales motion and share best practices.
• Recruit, hire and develop sales leaders while building a pipeline of future Mid‑Market leaders and second‑line managers.
• Coach managers on forecast reviews, pipeline inspections, deal strategy, call coaching and performance management.
• Use data to identify opportunities, test new strategies and continuously improve territory design, pipeline generation, productivity and conversion.
• Collaborate with Operations, Enablement, Marketing, Solutions Consulting, Customer Experience and Product to influence the SMB business evolution.
• Act as executive sponsor for strategic customer opportunities and represent EMEA in global SMB strategy discussions.

Required profile

• 8+ years of experience leading SaaS sales organizations, with at least 4 years in sales management and 2 years in a second‑line leadership role.
• Proven ability to lead distributed sales teams across multiple EMEA countries and balance long‑term strategy with day‑to‑day execution.
• Track record of building and scaling Sales Managers and Account Executives in high‑growth, product‑led SaaS environments.
• Demonstrated success in exceeding revenue targets while improving forecasting and establishing reliable sales processes.
• Strong data‑driven decision‑making skills and experience working closely with Marketing, Operations, Enablement and Product teams.
• Ability to coach leaders, develop talent and create inclusive, high‑performing teams.