Sales Team Lead

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! Figma is looking for a Director, Enterprise Sales (2nd line leader) to shape our sales strategy and collaborate with teams across the company. 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’ll get in at the ground floor in a fast growing sales org. You’ll collaborate with our existing customer base and potential customers in driving meaningful relationships that make valuable contributions to the customer experience and revenue to our bottom line. Our next team member will have an agile, dynamic mentality, be comfortable embracing change, a true team-player, and love working with our growing footprint of Fortune 1000 customers. You won’t be alone! Figma has an incredible team and you’ll work closely with other groups including Support, Design, Engineering, Product Marketing, Customer Success, and Community. As a Director, Enterprise Sales, you will lead a team of Account Executives responsible for the engagement, expansion and retention of our rapidly growing customer base. You will report to the VP of Northern EMEA. This is a full time role that can be held from our London hub.  WHAT YOU'LL DO AT FIGMA: * Evaluate and implement playbooks, and systems needed to support a high-growth team * Test and refine growth and acquisition strategies through data, segment-specific value drivers, and compelling stories  * Develop strong internal partnerships and collaborate cross functionally to increase revenue opportunities to improve deal progressions * Build, develop, and inspire a team of high-performing Account Executives and leaders by creating scalable, data driven processes that drive team and company goals * Be accountable for selling to existing customers and net new customers  * Interview, hire, and train new team members as we scale the business and company WE’D LOVE TO HEAR FROM YOU IF YOU HAVE: * 10+ years of experience in sales and 5+ years of experience developing teams * Prior experience leading both managers and Enterprise Account Executives  * Proven experience leading and building successful, collaborative, and hard-working sales teams * A proven track record of leading Sales teams to consistently meet and exceed goals * Understanding of our technical and competitive landscape WHILE IT’S NOT REQUIRED, IT’S AN ADDED PLUS IF YOU ALSO HAVE: * 1+ years of experience in second line leadership within a B2B SaaS company * Experience using or working with Figma, or other UX/UI experience * Ability to thrive in a constantly changing and evolving environment * Experience with Command of the Message or MEDDIC sales methodology 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. If you’re excited about this role but your past experience doesn’t align perfectly with the points outlined in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles. 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. Figma is an equal opportunity workplace [https://www.eeoc.gov/sites/default/files/2022-10/EEOC_KnowYourRights_screen_reader_10_20.pdf] - 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. If you require accommodation, please reach out to accommodations-ext@figma.com [accommodations-ext@figma.com]. These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities.  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  To ensure the integrity of our hiring process and facilitate a more personal connection, we require all candidates keep their cameras on during video interviews. Additionally, if hired you will be required to attend in person onboarding. By applying for this job, the candidate acknowledges and agrees that any personal data contained in their application or supporting materials will be processed in accordance with Figma's Candidate Privacy Notice [https://www.figma.com/legal/candidate-privacy-notice/].

Position Summary  The Partner Growth Sales Manager is responsible for managing and growing Diligent's portfolio of Growth reseller, referral, and advisory partners that do not require dedicated strategic alliance management. This role is accountable for maintaining partner-generated revenue, increasing cross-sell and upsell opportunities, and ensuring partners remain engaged, informed, and enabled on Diligent's solutions and go-to-market priorities.  The role serves as the primary relationship owner for a high-volume portfolio of partners, driving scalable partner success while ensuring assigned partners remain current with partner program requirements, certifications, and implementation readiness necessary to participate in Diligent's implementation and subcontracting ecosystem.    Key Responsibilities  Partner Relationship Management  * Serve as the primary business contact for a portfolio of reseller, referral, and advisory partners.  * Maintain regular communication through business reviews, webinars, newsletters, and virtual meetings.  * Ensure partners understand Diligent's strategy, product roadmap, and go-to-market priorities.  * Act as the primary escalation point for partner questions and commercial support.  Revenue Growth & Pipeline Development  * Own revenue performance across the assigned partner portfolio.  * Identify opportunities to expand existing partner business through:  * Cross-selling additional Diligent solutions  * Upselling enterprise capabilities  * Renewals expansion and customer growth  * Drive partner pipeline creation through enablement initiatives and partner campaigns.  * Work with Sales to support partner-led opportunities requiring direct sales engagement.  Partner Enablement  * Ensure partners remain knowledgeable on Diligent products, positioning, and solution updates.  * Coordinate product education, sales enablement, and go-to-market messaging with internal teams.  * Promote partner participation in webinars, enablement sessions, and product launches.  * Increase partner self-sufficiency through scalable education and communication programs.  Partner Program Compliance & Implementation Readiness  * Ensure assigned partners remain current with Partner Program requirements necessary to maintain good standing within the Diligent ecosystem.  * Monitor partner completion of required implementation certifications, product training, and recertification requirements, coordinating with the Partner Program team as needed.  * Proactively engage partners whose certifications or program requirements are nearing expiration to maintain eligibility for implementation and subcontracting opportunities.  * Communicate new product releases, implementation updates, and enablement resources that support implementation readiness.  * Work with the Professional Services and Partner Program teams to ensure partners understand Diligent implementation standards and maintain the qualifications required to participate in subcontracted delivery engagements.  * Maintain accurate records of partner certifications, capabilities, and program status, escalating compliance risks when appropriate.  Cross-Functional Collaboration  * Partner closely with Sales, Customer Success, Marketing, Professional Services, Partner Programs, and Product teams to support partner success.  * Ensure smooth engagement between partners and internal teams while reinforcing Diligent's partner engagement model.  * Advocate for partner needs while maintaining alignment with company policies and program governance.  Performance Management  * Track partner revenue, pipeline, certifications, and engagement metrics.  * Maintain CRM and PRM data accuracy.  * Identify inactive partners and execute reactivation plans.  * Recommend partners for increased investment or program changes based on performance and engagement.  Qualifications  * 5+ years of channel sales, partner management, alliances, or indirect sales experience.  * Previous experience in GRC or audit preferred.  * Experience working with reseller, referral, advisory, or channel partner ecosystems.  * Strong understanding of SaaS partner sales motions and indirect go-to-market models.  * Excellent relationship management, communication, and organizational skills.  * Ability to manage a high volume of partners through scalable engagement models.  * Experience with Salesforce, PRM platforms, partner enablement tools, and certification tracking is preferred.  Key Success Metrics  * Partner-generated revenue growth  * Partner-sourced and partner-influenced pipeline  * Cross-sell and upsell revenue through assigned partners  * Partner renewal retention and expansion  * Partner engagement and enablement participation  * Percentage of assigned partners maintaining required certifications and program compliance  * Percentage of implementation-qualified partners eligible for subcontracting opportunities  * Accuracy of partner data and certification records  * Overall partner satisfaction and responsiveness        About Us Diligent is the AI leader in governance, risk and compliance (GRC) SaaS solutions, helping more than 1 million users and 700,000 board members to clarify risk and elevate governance. The Diligent One Platform gives practitioners, the C-Suite and the board a consolidated view of their entire GRC practice so they can more effectively manage risk, build greater resilience and make better decisions, faster.  At Diligent, we're building the future with people who think boldly and move fast.  Whether you're designing systems that leverage large language models or part of a team reimaging workflows with AI, you'll help us unlock entirely new ways of working and thinking.  Curiosity is in our DNA, we look for individuals willing to ask the big questions and experiment fearlessly - those who embrace change not as a challenge, but as an opportunity.  The future belongs to those who keep learning, and we are building it together.  At Diligent, you’re not just building the future - you’re an agent of positive change, joining a global community on a mission to make an impact. Learn more at diligent.com or follow us on LinkedIn [https://www.linkedin.com/company/diligent-board-member-services/mycompany/verification/] and Facebook [https://www.facebook.com/DiligentCorporation/]     What Diligent Offers You  * Creativity is ingrained in our culture. We are innovative collaborators by nature. We thrive in exploring how things can be differently both in our internal processes and to help our clients * We care about our people. Diligent offers a flexible work environment, global days of service, comprehensive health benefits, meeting free days, generous time off policy and wellness programs to name a few * We have teams all over the world. We may be headquartered in New York City, but we have office hubs in Washington D.C., Vancouver, London, Galway, Budapest, Munich, Bengaluru, Singapore, and Sydney. * Diversity is important to us. Growing, maintaining and promoting a diverse team is a top priority for us. We foster and encourage diversity through our Employee Resource Groups and provide access to resources and education to support the education of our team, facilitate dialogue, and foster understanding. Diligent created the modern governance movement. Our world-changing idea is to empower leaders with the technology, insights and connections they need to drive greater impact and accountability – to lead with purpose. Our employees are passionate, smart, and creative people who not only want to help build the software company of the future, but who want to make the world a more sustainable, equitable and better place.  Headquartered in New York, Diligent has offices in Washington D.C.,  London, Galway, Budapest, Vancouver, Bengaluru, Munich, Singapore and Sydney.   To foster strong collaboration and connection, this role will follow a hybrid work model. If you are within a commuting distance to one of our Diligent office locations, you will be expected to work onsite at least 50% of the time. We believe that in-person engagement helps drive innovation, teamwork, and a strong sense of community.   We are a drug free workplace. Diligent is proud to be an equal opportunity employer. We do not discriminate based on race, color, religious creed, sex, national origin, ancestry, citizenship status, pregnancy, childbirth, physical disability, mental disability, age, military status, protected veteran status, marital status, registered domestic partner or civil union status, gender (including sex stereotyping and gender identity or expression), medical condition (including, but not limited to, cancer related or HIV/AIDS related), genetic information, or sexual orientation in accordance with applicable federal, state and local laws. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. See also Diligent's EEO Policy [https://www.diligent.com/company/eeo-policy/] and Know Your Rights [https://www.diligent.com/-/media/project/diligent/master/eeo-is-the-law-poster-eeocselfprintposter-and-ofccp-supplement-from-20170719.pdf?rev=96fafda8-f51d-44b6-a380-9af42898f526&hash=614AE342F4AB51A091EA3E15F84F7E49]. We are committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, you may contact us at recruitment@diligent.com [recruitment@diligent.com]. At Diligent, we recognize the value of a diverse global workforce. Visa sponsorship may be available for select positions based on business needs and specific role requirements. Sponsorship decisions are evaluated on a case-by-case basis, and eligibility should not be assumed for all opportunities. To all recruitment agencies: Diligent does not accept unsolicited agency resumes. Please do not forward resumes to our jobs alias, Diligent employees or any other organization location. Diligent is not responsible for any fees related to unsolicited resumes.