Inside Figma: a Q&A with our global sales team

At Figma, our users are core to everything we do. They shape how we develop and ship products, how we interact with our community, and even how we operate internally. Our growing sales team partners with our users and their organizations to help them build better products from start to finish and scale their creative processes, while also working with Figma’s internal teams to improve our own products. We sat down with a few Figmates to learn what it’s like to be a member of a global sales organization, including getting smart on all things design, career growth, and the best part about working directly with users.

In today’s distributed world, the way teams come together to collaborate and build products is changing. Similarly, investing in design, and having access to great design tools, is more important than ever before. Some call it the decade of design—a time when design-led companies are outperforming their peers, making designers increasingly influential. Kyle Parrish, Figma’s Senior Director of Sales in the Americas says, “Not only does better design mean a better user experience, but it also drives businesses forward. Increasingly, design is moving to the center of product development.”

As a product-led growth company, our sales team has a unique and critical role to play in how we form partnerships, expand our product footprint, and grow our business. Pierre Berlin, Figma’s VP of Sales and GM in EMEA says, “Figma unlocks a new way of working for designers and their collaborators. And by being thoughtful partners for the teams using our products everyday, that value of Figma organically reaches key decision-makers.”

We sat down with some of the team to chat about how sales at Figma works, what they’ve learned, and what they’re excited about for the future.

Kyle Parrish, Pierre Berlin, Aaron Cramer, Radhika Parashar, Andrea Lowitz, Tahiurih Skolnik, Simon Cox, Wes Clinton, and Erin RudwellKyle Parrish, Pierre Berlin, Aaron Cramer, Radhika Parashar, Andrea Lowitz, Tahiurih Skolnik, Simon Cox, Wes Clinton, and Erin Rudwell

What makes selling Figma unique to other products or services you’ve sold?

Aaron: “At Figma, we are often lucky enough to work with an internal champion who believes deeply in the value of our platform. They become advocates instead of users, and we become partners instead of vendors. It's really unique to feel like you are on the same side of the table and working towards a common goal.”

Radhika: "We get to sell to really interesting personas. Designers are so kind, intentional, and thoughtful—and they’re typically able to communicate their needs really well. But we don't just sell to designers! There are so many other people that are part of the decision-making process: hybrid and supporting roles that contribute in so many ways to product design and development.”

What was most helpful in learning the design landscape?

Andrea: "I had no design experience or background before joining Figma, but the sales team and designer advocates were so helpful in getting me up to speed and helping me learn the ins and outs of Figma, designer pain points, and more. I learned so much during the five-week onboarding process and am continuing to learn every day."

Kyle: "Dylan, our CEO, suggested that I spend my first four weeks at Figma shadowing the support team. That was instrumental in helping me understand our users’ biggest challenges and asks, learn the product in detail, and in building key cross-functional relationships with other teams at Figma."

What influenced you to join Figma?

Tahirih: “The idea of product-led growth was intriguing to me in a SaaS setting. Because many of our target customers are already Figma users, we’re able to avoid traditional sales tactics and instead be true partners for them. It’s much more interesting than going through the motions of a typical SaaS sales cycle.”

Simon: “I’d had experience working with designers in a previous role and I was intrigued by the way they talked about Figma. There was this affinity for the products and brand that felt unique and special. Once I started interviewing, it was clear that Figma would take me on a journey of growth—the decision was easy.”

How would you describe Figma’s Sales culture?

Wes: “Figma's sales culture is unlike any other I've been a part of. The general approach is very supportive—much more consultative than competitive. Sales is often an individual sport, but at Figma, work is always recognized and celebrated across the entire team.”

Andrea: “Culture was a huge part of my decision to join Figma. The culture is incredibly collaborative—the motto on the sales team is people over pipeline. Figma is a place where people genuinely care about your personal development and career progression.“

Radhika: “Figma’s sales culture is super unique and so product-driven, which means that everything we do is cross-functional. Sales and product worked so closely together in the early days and those relationship investments pay dividends now. It's a really collaborative, low-ego, inclusive environment filled with very thoughtful and intelligent people.”

How would you describe the opportunities for career growth and personal development within the sales organization at Figma?

Aaron: “I left a well-established company to join Figma in the beginning of 2019. Being part of an early team that was scrappy and had to figure it all out was really exciting to me (and a little bit scary!). Back then, we had few answers to most of the questions sales candidates ask during interviews—our average sales cycle, deal size, legal process, etc. We’ve grown a lot since then, but I think my willingness to take risks and help build something from the ground up afforded me ample opportunities throughout my time here. Making life changes—whether starting a new role or navigating a cross-country move—isn’t always easy, but I’ve felt very lucky to have had three empathetic managers who continue to support me and share lessons in how to be a great teammate, partner, and salesperson.”

Tahirih: “At Figma, I’ve always felt supported in discussing my career aspirations and building plans to achieve those goals with my managers and other leaders on the team. As a result, I’ve held three different roles on the sales team and seen amazing progression in a short period of time. While that is success in the most literal way, I find the opportunities for growth to be available in non-traditional settings as well. Salespeople at Figma are encouraged to collaborate with cross-functional partners in ways I was never empowered or encouraged to at previous companies. Accessibility to senior leadership and other functions has allowed me to uncover career interests and passions I never knew I had, which have been invaluable for my growth. The options are uniquely ubiquitous!”

What are you most excited about for the future of Figma?

Pierre: “EMEA is such an opportunity for us in terms of the users already in the region and the industries they represent. I’m particularly excited for continued expansion to be even closer to these users and better serve them. With our vision to make design accessible to all, I can envision a future where Figma has hundreds of employees in Europe, helping to transform the design process for most companies in the region.”

Erin: “I’m eager to see how our users expand their usage of Figma in unique ways. I'm always amazed at the interesting use cases of visual collaboration that take place on the platform. In the coming years, it’s clear that design will be a company-wide discipline and design thinking will help companies win. Figma has a real opportunity to play a part in that.”

The sales team is growing quickly with open roles in San Francisco, New York City, London, and remote in the US. If you’re interested in joining the team, or simply learning more about what it’s like to be a Figmate, check out our careers page and follow us on LinkedIn.