Director, SMB Sales (London, United Kingdom)

Overview

As Director of SMB Sales, EMEA, you will lead a high‑growth SMB sales function across Europe, Middle East, and Africa, driving a scalable, data‑driven sales motion in collaboration with cross‑regional partners. You’ll coach frontline managers and Account Executives to deliver strong customer impact while aligning with global SMB strategy and revenue goals. You’ll shape strategy, build talent, and partner with marketing, product, and enablement to improve how we serve SMB customers. This role offers significant scope to influence Figma’s growth and customer experience at scale.

Responsibilities

• Lead and develop frontline managers and Account Executives to build a high‑performing sales culture
• Scale the EMEA SMB business through operational excellence in forecasting, pipeline management, inspection, and revenue delivery
• Collaborate with regional leaders to create a globally consistent SMB sales motion and share best practices
• Recruit, hire, and develop sales leaders and a pipeline for future mid‑market leaders
• Coach on forecast reviews, pipeline inspections, deal strategy, and call coaching to boost execution and outcomes
• Leverage data to identify opportunities, test strategies, and improve territory design, pipeline generation, productivity, and conversion
• Partner with Operations, Enablement, Marketing, Solutions Consulting, Customer Experience, and Product to evolve the SMB business and customer experience
• Act as executive sponsor for strategic customer opportunities and represent EMEA in the global SMB strategy

Key requirements

• 8+ years leading SaaS sales organizations
• At least 4 years in sales management
• Experience managing frontline leaders and 2+ years in a second‑line leadership role
• Led distributed sales teams across multiple countries with knowledge of EMEA market differences
• Proven track record of building and scaling sales teams in high‑growth environments
• Experience with SMB or Commercial SaaS sales, preferably product‑led growth
• Ability to coach leaders, develop talent, and foster inclusive high‑performing teams
• Proven ability to exceed revenue targets, improve forecasting, and establish dependable sales processes
• Strong data‑driven decision‑making skills and cross‑functional collaboration with Marketing, Operations, Enablement, Product

• coaching and people development
• cross‑functional collaboration
• data‑driven mindset
• SaaS sales leadership
• forecasting and pipeline management
• territory design and optimization

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