Sales Operations Manager, New Business

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 seeking an experienced Sales Operations Manager to partner with our Sales team for New Business and Inside Sales across all segments. In this role, you will serve as a business partner on the Regional Sales Operations team, playing a critical role in helping Figma Sales scale revenue across both our self-service and assisted sales motions. This is a full time role that can be held from one of our US hubs or remotely in the United States. What you’ll do at Figma: - Serve as the primary business partner to New Business and Inside Sales leadership — owning the operating rhythm, surfacing insight and bringing forward a data driven point of view that informs decisions that accelerate growth across both segments - Own the end-to-end forecasting process for New Business and Inside Sales, bringing rigor and repeatability to pipeline reviews while continuously evolving methodology as market dynamics and go-to-market motions shift - Lead and elevate the operating cadence — MBRs, QBRs, weekly forecast reviews — by synthesizing funnel trends, surfacing risks and opportunities, and driving leadership to clear, timely decisions - Shape the organizational foundation of both segments by recommending headcount, org design, quota structures, and book-of-business allocation — ensuring the business is set up to scale efficiently and equitably - Define and govern rules of engagement across account ownership, lead routing, and AE–ISR collaboration, creating clarity that reduces friction and maximizes coverage across the segment - Build and maintain intelligence systems — dashboards, performance reports, and automated insights — that leverage AI to compress the time from data to action for sales and finance leadership - Deploy AI tools and workflows to continuously improve operational processes: from pipeline analysis and forecasting accuracy to identifying patterns in rep performance and segment health that would be impossible to surface manually - Partner cross-functionally with Sales Systems, Finance, and Marketing Operations to uphold data quality and governance standards — ensuring the insights leadership relies on are trustworthy, timely, and actionable We'd love to hear from you if you have: - 5+ years of sales operations experience, preferably in a high-growth SaaS environment - Strong analytical and technical skills, with proven expertise in Salesforce, SQL and BI tools (specifically Sigma) - Demonstrated experience leveraging AI tools to generate sales insights, including hands-on experience with Claude Code - Strong communication skills with the ability to translate complex analysis into clear, actionable insights and deliver sophisticated models, spreadsheets, and executive presentations to senior leadership While not required, it’s an added plus if you also have: - Deep SQL knowledge and experience with Sigma and Gong 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 ro

5+ years of sales operations experience, preferably in a high-growth SaaS environment. Strong analytical and technical skills, with proven expertise in Salesforce, SQL and BI tools (specifically Sigma). Demonstrated experience leveraging AI tools to generate sales insights, including hands-on experience with Claude Code. Strong communication skills with the ability to translate complex analysis into clear, actionable insights and deliver sophisticated models, spreadsheets, and executive presentations to senior leadership. Deep SQL knowledge and experience with Sigma and Gong (preferred).

Serve as the primary business partner to New Business and Inside Sales leadership — owning the operating rhythm, surfacing insight and bringing forward a data driven point of view that informs decisions that accelerate growth across both segments. Own the end-to-end forecasting process for New Business and Inside Sales, bringing rigor and repeatability to pipeline reviews while continuously evolving methodology as market dynamics and go-to-market motions shift. Lead and elevate the operating cadence — MBRs, QBRs, weekly forecast reviews — by synthesizing funnel trends, surfacing risks and opportunities, and driving leadership to clear, timely decisions. Shape the organizational foundation of both segments by recommending headcount, org design, quota structures, and book-of-business allocation — ensuring the business is set up to scale efficiently and equitably. Define and govern rules of engagement across account ownership, lead routing, and AE–ISR collaboration, creating clarity that reduces friction and maximizes coverage across the segment. Build and maintain intelligence systems — dashboards, performance reports, and automated insights — that leverage AI to compress the time from data to action for sales and finance leadership. Deploy AI tools and workflows to continuously improve operational processes: from pipeline analysis and forecasting accuracy to identifying patterns in rep performance and segment health that would be impossible to surface manually. Partner cross-functionally with Sales Systems, Finance, and Marketing Operations to uphold data quality and governance standards — ensuring the insights leadership relies on are trustworthy, timely, and actionable.