• Support stakeholders with the quoting and contracting process for direct and partner agreements offline or Salesforce CPQ, as appropriate. • Assist the Sales teams with deal crafting, strategies, and best practices to drive growth, deal velocity, and revenue. • Review basic contracts and terms to advise the field sales team on appropriate next steps and escalate as needed. • Proactively support the field sales team on opportunity management (creation, updating, closing). • Process closed contracts for all Business Units within Salesforce.com • Support internal lead to cash processes including (but not limited to) renewals, upsell and cross sell to prospects and existing clients. • Identify opportunities for process automation and optimization, with a focus on scalability and driving significant growth. • Troubleshoot and perform data audits to improve data integrity; investigate and resolve data discrepancies. • Participate in change management process. Drive communication efforts across relevant stakeholders and drive adoption. • Monitor and enforce system adoption, data compliance, and oversee governance. • Maintain and evangelize communication best practices for sales and sales support functions. • Own and deliver new process updates and projects, including ideation, requirement gathering, build, support, maintenance and success tracking. • Conduct ad hoc analysis as required.

• Design, build, and deliver enablement programs, both in-person and virtual, that improve rep productivity across the full sales cycle, from prospecting through close. • Create and maintain high-quality sales content including pitch decks, battlecards, objection handling guides, demo narratives, and technical reference materials. • Partner cross-functionally with Product, Marketing, Solutions Engineering, and Sales leadership to translate product updates and market insights into actionable field content. • Own the rollout and reinforcement of Astronomer’s sales methodology, including Command of the Message and MEDDPICC frameworks. • Build and manage an organized content library so the field always has the right asset at the right moment. • Measure the effectiveness of enablement programs and iterate based on rep feedback, pipeline data, and win/loss insights. • Support onboarding and ramp for new Account Executives, ensuring they’re message-ready and process-confident from day one.

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 AMER Sales team across all segments, focusing on Forecasting and Insights. 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 global forecast owner to drive a data-driven forecasting methodology aligned to best practices and evolving market needs - Manage regional operating activities to deliver accurate, actionable insights for Sales and Finance leadership - Support Sales Leadership in forecasting meetings by presenting trends, risks, and opportunities to drive better business decisions - Lead Regional MBR/QBR reviews by analyzing sales funnel trends, KPIs, and driving follow-up actions to improve outcomes - Develop and maintain performance dashboards and reports, leveraging AI/ML insights where applicable, to accelerate information to action across the region - Maintain data cleanliness and accuracy by working with sales systems, providing training, and supporting operational reporting needs We'd love to hear from you if you have: - Minimum of 5 years of sales operations experience, preferably in a fast-growing environment, with a strong understanding of SaaS operations, best practices, and industry standards - Strong analytical and technical skills, with proven expertise in Salesforce, SQL, and BI tools (specifically Sigma) - Proficient in building high-quality spreadsheets, models, and executive presentations - Collaborative working style, with experience partnering across teams of varied sizes to achieve shared goals - Excellent communication skills, with the ability to translate analysis into clear, actionable insights and deliver succinct presentations to senior leadership While not required, it’s an added plus if you also have: - Proficient in utilizing AI tools to generate Sales Insights and experience with Claude Code 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 roles and an annual bonus plan for eligible non-sales roles. Figma’s compensation and benefits are subject to change and may be modified in the future. Annual Base Salary Range: $140,000—$296,000 USD At Figma we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our product and our community to flourish. Figma is an equal opportunity workplace - we are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity/expression, veteran status, or any other characteristic protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment. If you require accommodation, please reach out to accommodations-ext@figma.com. These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities. Examples of accommodations include but are not limited to: - Holding interviews in an accessible location - Enabling closed captioning on video conferencing - Ensuring all written communication be compatible with screen readers - Changing the mode or format of interviews To ensure the integrity of our hiring process and facilitate a more personal connection, we require all candidates keep their cameras on during video interviews. Additionally, if hired you will be required to attend in person onboarding. By applying for this job, the candidate acknowledges and agrees that any personal data contained in their application or supporting materials will be processed in accordance with Figma's Candidate Privacy Notice.

• Partner with Sales leadership to drive operational rigor across active pipelines — inspecting deal activity, identifying execution gaps, and escalating blockers to keep opportunities moving forward. • Develop and maintain customer-facing content that enables champions to sell Transmit Security internally — including business cases, evaluation guides, and ROI materials. • Own and continuously optimize the POC (proof of concept) process —building structured frameworks, improving evaluation workflows, and ensuring every POC is set up to convert. • Improve and document sales processes to increase operational efficiency and ensure consistent execution across the team. • Support deal operations for complex enterprise transactions, including multi-product and non-standard commercial structures. • Produce pipeline reporting, forecasting analysis, and operational insights that help leadership make faster, better decisions. • Ensure CRM data accuracy and support GTM technology. Report on deal metrics and trends, suggesting adjustments to boost win rates and profitability. • Collaborate with Account Executives on deal mechanics and commercial structuring — providing operational guidance on pricing parameters, contract requirements, and approval workflows to keep deals moving without creating bottlenecks.