GTM Strategy Manager

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! We are looking for an experienced GTM strategist to support our hyper-growth motion. This role is crucial to enabling Figma to scale global reach and revenue, especially as we continue to add more products to our platform, and expand our presence across global markets and personas! This is a full time role that can be held from NY hub or remotely in the United States. What you’ll do at Figma: Lead development of sales growth plan, including determining revenue targets, formulating headcount and segmentation plans, and refining quota & incentive models for the GTM teams Own (and rebuild) our pipeline model and work with our Sales Leaders, Marketing, Partnerships and our Self-Serve business to determine how we predictably drive growth of our business Reimagine our GTM model and measurement metrics to keep pace with the changing order of our product portfolio, sales motion and scale Lead the thinking on short and long range special projects to identify how we should most effectively scale our business and exceed our in-year ARR goals Work closely with GTM teams to ensure a unified approach to market penetration, customer acquisition and new product attach/ARR growth Work closely with C-suite and senior leadership on data-driven insights and recommendations that drive growth for the company We'd love to hear from you if you have: 4+ years experience in a strategic planning, sales operations, business development, or related role in the SaaS or technology sector Ability to build a vision, strategy, & plan that can scale quickly in a large B2B business Strong analytical and problem-solving skills, with the ability to build financial models and translate data into actionable insights and business cases Excellent communication and interpersonal skills, with the ability to collaborate effectively across cross-functional teams and with senior leadership A growth mindset, with a passion for learning and continuous improvement While not required, it’s an added plus if you also have: Experience with PLG SaaS sales motions Prior experience in consulting OR investment banking / PE Experience manipulating and analyzing complex datasets using SQL and/or Python Experience with BI Tools (Tableau, Looker, Mode etc) or a willingness to learn on the job International scope and experience 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 If based in Figma’s San Francisco or New York hub offices, this role has the annual base salary range stated below. Job level and actual compensation will be decided based on factors including, but not limited to, individual qualifications objectively assessed during the interview process (including skills and prior relevant experience, potential impact, and scope of role), market demands, and specific work location. The listed range is a guideline, and the range for this role may be modified. For roles that are available to be filled remotely, the pay range is localized according to employee work location by a factor of between 80% and 100% of range. Please discuss your specific work location with your recruiter for more information. Figma offers equity to employees, as well a competitive package of additional benefits, including health, dental & vision, retirement with company contribution, parental leave & reproductive or family planning support, mental health & wellness benefits, generous PTO, company recharge days, a learning & development stipend, a work from home stipend, and cell phone reimbursement. Figma also offers sales incentive pay for most sales roles and an annual bonus plan for eligible non-sales roles. Figma’s compensation and benefits are subject to change and may be modified in the future. Annual Base Salary Range: $122,000—$288,000 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. 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. 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.