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 programManage 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 winsPartner 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 casesEvaluate and mature indirect sales motions in the context of Figma's established sales model, recommending improvements that streamline execution and support long‑term growthEducate 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 partnersWe'd love to hear from you if you have: 10+ years of professional experience in partnerships, business development, channel, or related GTM roles3+ 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 goalsExperience managing multiple strategic partner relationships simultaneously and driving measurable revenue outcomesWhile 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 governmentWorked at a service organization or channel partner in a direct GTM capacitySold to product, design, or technical audiencesFamiliar with UX/UI design principles, collaboration tools, or digital product development workflowsExposure to a sales methodology (e.g., MEDDICC, Command of the Message)At Figma, one of our values is Grow as you go. 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.