Joblaze summary

The Distribution Partner Manager at Figma focuses on identifying and executing strategic partnerships to drive revenue growth and enhance the adoption of Figma's platform. This role requires extensive experience in business development and managing relationships with various partners, including agencies and consultancies, while leveraging skills in go-to-market strategies and program development. Ideal candidates will have a strong background in partnerships, particularly in tech or design-related fields, and a proven track record of influencing revenue outcomes. Figma's emerging team offers a unique opportunity to shape long-term partner strategies in a rapidly evolving environment.

Joblaze insights

Listed about 6 months ago — first seen on Joblaze April 14, 2026. Last confirmed on Figma's careers page November 1, 2026.
Salary band is in line with the typical range for Sales/Marketing roles (median ~$142,000).
Starts above 23% of 221 comparable senior sales/marketing roles in United States that list AI/ML we track (median $165,000 across 73 companies). See AI/ML salary trends
AI/ML appears in 18.7% of 1843 comparable senior sales/marketing roles in United States; collaboration tools appears in 0.1% of 1843 comparable senior sales/marketing roles in United States.

Quick facts

Is the Distribution Partner Manager role remote?: It's hybrid — Figma expects some on-site time in San Francisco, CA • New York, NY • United States.
What's the salary range?: Figma lists $140,000–$296,000 for this role.
How much experience is required?: At least 10 years of relevant experience for this Distribution Partner Manager role.
Where is the role based?: Figma is hiring for this position in San Francisco, CA • New York, NY • United States.
What's the tech stack?: Joblaze extracted these technologies from the posting: AI, AI/ML, Design, UX/UI design, collaboration tools, digital product development workflows.
What seniority level is this role?: Figma targets senior candidates for this position.
Is this full-time or contract?: Full-time for this Distribution Partner Manager role at Figma.

From the original posting

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 passionate about 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 commercial partners (resellers) across the globe. This includes driving revenue growth and supporting customers across North America in both commercial and public sectors (government).

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

This is a full-time role that can be held from our New York City or San Francisco hub - or remotely in the United States.

What you’ll do at Figma:

Identify, evaluate, and execute new strategic distribution opportunities that require complementary GTM partners, and onboard qualified organizations into Figma’s formal partner program
Manage and grow relationships with service and commercial partners across AMER — including public sector and Federal clients — driving partner-influenced revenue and aligning on mutual success plans, critical metrics, and documented wins
Partner with Figma’s GTM teams to source, scope, and progress partner-influenced opportunities, while identifying new co-marketing and co-selling motions that expand reach and unlock new use cases
Evaluate and mature indirect sales motions in the context of Figma’s established sales model, recommending improvements that streamline execution and support long-term growth
Educate and enable the partner ecosystem on Figma’s products, services, and AI capabilities, while building strong cross-functional relationships with Sales, Marketing, Customer Experience, Product, and other internal partners

We'd love to hear from you if you have:

10+ years of professional experience in partnerships, business development, channel, or related GTM roles
3+ years of experience handling external GTM partners (e.g., SIs, agencies, consultancies, ISVs, resellers, marketplaces, or referral partners)
Proven experience building partner programs or strategies from inception to execution, including defining important metrics and revenue goals
Experience managing multiple strategic partner relationships simultaneously and driving measurable revenue outcomes

While not required, it’s an added plus if you also have:

Experience working with partners to influence or capture business within the U.S. Federal government
Worked at a service organization or channel partner in a direct GTM capacity
Sold to product, design, or technical audiences
Familiar with UX/UI design principles, collaboration tools, or digital product development workflows
Exposure to a sales methodology (e.g., MEDDICC, Command of the Message)

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.

Pay Transparency Disclosure

Annual Base Salary Range:

$140,000—$296,000 USD

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 - 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.

Standard company text repeated across Figma's postings is omitted here.

Distribution Partner Manager

What you’ll do at Figma:

We'd love to hear from you if you have:

While not required, it’s an added plus if you also have:

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