Distribution Partner Manager, LATAM

About the Position

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’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, driving adoption of Figma’s platform, and unlocking new use cases via our suite of AI tools. We are looking to hire an experienced business development and partnerships professional to scale our efforts with agencies, systems integrators, consultancies, and select commercial partners (resellers) across the LATAM region. This includes driving revenue growth and supporting customers in Brazil, Mexico, Argentina, Colombia, Chile, and beyond.

This is not a channel sales role - we are focused on new strategic initiatives and analyzing how partners best serve the long-term needs of Figma’s business and customers. 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. You will build new partner programs from scratch and scale our existing motions to better serve customers across LATAM as Figma’s platform suite continues to evolve.

This is a full-time role that can be held from one of our US hubs or remotely in the United States.

Responsibilities

• Identify, evaluate, and execute new strategic opportunities for Figma that require complementary GTM partners
• Research, analyze, onboard, and activate new organizations into Figma’s formal distribution partner program
• Manage existing service and commercial partners to drive revenue for Figma and meet the needs of our LATAM customers
• Partner with Figma’s GTM teams to source, scope, and progress partner-influenced opportunities
• Create repeatable service offering playbooks that partners can execute to drive deeper adoption and product retention
• Expand the usage and adoption of Figma’s AI products in our customers through the strategic reach and influence of partners
• Educate the wider partner ecosystem on Figma’s products, services, and capabilities in tandem with the partner enablement team
• Develop and nurture internal relationships with sales, marketing, customer experience, and product teams; understand their needs, advocate for our partners, and find new areas of collaboration

Requirements

• 10+ years of total experience in equivalent or relevant fields
• 4+ years of experience working with external partners to advance customer and GTM efforts - including SIs, agencies, and consulting firms - across multiple LATAM markets
• Built new partner strategies, tactics, and programs from scratch while personally managing relationships with multiple strategic partners at once
• Fluency in English, Spanish, and Portuguese
• Ability to travel once per month

Nice to Have

• Worked at a service organization or channel partner in a direct GTM role
• Spent time in the design or digital product development space
• Experience selling to product-oriented and technical audiences
• Experience with UX/UI design principles and collaboration tools
• Proven experience using a sales methodology such as Command of the Message or MEDDICC

We Offer

• Competitive salary range: $140,000 - $296,000 USD
• Equity for employees
• Comprehensive benefits package including health, dental, and vision coverage; retirement benefits with company contributions; parental leave and reproductive or family planning support; mental health and wellness benefits; and paid time off
• Paid sick leave, holidays, and other leave benefits in compliance with applicable federal, state, and local laws
• Flexible PTO for exempt employees
• Additional benefits may include company recharge days, cell phone and home internet reimbursements, and a number of lifestyle spending accounts
• Sales incentive compensation for most sales roles and an annual bonus plan for eligible non-sales roles

About the Company

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. If you require accommodation, please reach out to [email protected].