Strategic Partner Manager

Figma’s Business Development & Partnerships team aims to advance our company goals by working with partners to augment product experiences, drive user engagement, accelerate user and revenue growth, distribute our products and services, and raise brand awareness. As Figma’s product portfolio and user base continue to evolve, the team plays a critical role in connecting our platform to a broader network of builders, developers, and solution partners.

We’re looking for a strategic thinker and relationship builder with the humility, depth, and technical aptitude to build trust with both internal and partner executives, and drive alignment across working groups and BD leadership. In this role you’ll collaborate extensively with cross-functional teams, especially in our product organization as you manage a small set of strategic partners to drive meaningful impact for Figma, our partners, and users. If you love solving ambiguous problems, aligning stakeholders, and creating win-win opportunities with partners, this may be the role for you! 

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:

• Own the end-to-end relationship for a small, fixed portfolio of 3-5 of Figma’s most strategic technology partners, including large, multi-product platform companies across developer tooling, enterprise productivity & collaboration, operating system and hardware ecosystems
• Build and maintain a living strategy for each partnership, including joint goals, product and integration roadmaps, stakeholder maps, and executive relationship plans. Drive alignment across leadership and cross-functional teams to execute against plans
• Lead cross-functional workstreams that bring partnerships to life, partnering closely with Product and Engineering to prioritize integrations, coordinate early access to new platform capabilities where relevant, and track delivery against roadmap commitments
• Own the commercial fundamentals of each relationship by aligning internal stakeholders on terms, leading complex contract negotiations, and proactively managing risk and escalations
• Build and execute go-to-market plans with Marketing and Comms for joint launches, co-marketing moments, event sponsorships, and other strategic opportunities
• Prepare and facilitate recurring and ad hoc partner meetings, including executive briefings, to drive alignment, decisions, and momentum across internal and external stakeholders.
• Define and track success metrics for each partnership, and report impact to BD leadership and cross-functional stakeholders

We’d love to hear from you if you have:

• 10+ years of experience, with 5+ years managing large, complex, strategic technology partnerships end-to-end, including, strategy setting, commercial negotiation and executive relationship management
• Strong written, verbal, and presentation communication skills, including comfort presenting to executives; able to translate between business and technical concepts e.g., APIs, MCP, and extensibility platforms
• Strong analytical, organizational, and prioritization skills; Ability to plan, coordinate, and prioritize a small number of deep, sophisticated workstreams simultaneously
• Experience working cross-functionally with product, engineering, marketing, research, operations, legal, and other internal partners to move initiatives from concept to launch
• Comfort operating in fast-moving, ambiguous environments and proactively surfacing solutions

While it’s not required, it’s an added plus if you also have:

• Experience with enterprise software, developer tools, or workplace collaboration ecosystems
• Experience managing partnerships with large, multi-product platform companies specifically