Manager, Figma for Education

📍 Job Overview

Job Title: Manager, Figma for Education - International Go-to-Market Lead

Company: Figma

Location: San Francisco, CA • New York, NY • United States (Remote OK within the US)

Job Type: Full-Time

Category: Go-to-Market Strategy / International Expansion / Education Technology

Date Posted: 2026-05-27T13:58:55

Experience Level: 5-10 Years

Remote Status: Remote OK (within the United States)

🚀 Role Summary

• Spearhead the international go-to-market (GTM) strategy for Figma for Education, focusing on rapid expansion into key global markets including India, Brazil, Singapore, and Australia.

• Build, manage, and mentor a high-performing team of regional education leads responsible for localized GTM execution and stakeholder engagement.

• Develop and implement scalable processes for international sales, customer onboarding, and ongoing support within the education sector (K-12, higher ed, bootcamps).

• Drive community building initiatives and foster strong relationships with key education stakeholders, including Boards of Education, university leadership, and bootcamp operators, to accelerate adoption and impact.

• Leverage data-driven insights to measure success, track adoption, engagement, and overall market impact, ensuring continuous optimization of GTM strategies.

📝 Enhancement Note: This role is critical for Figma's ambitious global expansion in the education sector. As an "International Go-to-Market Lead," the focus is on building and scaling operations from the ground up in new territories, requiring a blend of strategic market entry expertise, team leadership, and deep understanding of educational ecosystems. The emphasis on "0 to 1" implies a need for pioneering, adaptable, and resourceful individuals.

📈 Primary Responsibilities

• Architect and execute comprehensive international GTM strategies for Figma for Education, with initial focus on India, Brazil, Singapore, and Australia, encompassing K-12, higher education, and bootcamps.

• Recruit, onboard, manage, and develop a team of regional education leads, empowering them to drive local market success and achieve GTM objectives.

• Design and implement robust, scalable sales and onboarding processes tailored for the education sector, ensuring seamless customer journeys and effective adoption of Figma.

• Cultivate and nurture strategic relationships with key decision-makers and influencers within educational institutions, including Boards of Education, university administrators, and bootcamp directors.

• Collaborate closely with Legal, Sales, and Marketing teams to ensure regional compliance, consistent messaging, and effective local GTM execution across all initiatives.

• Initiate and oversee the design and launch of impactful community programs to build brand awareness, foster user engagement, and establish a strong Figma presence within global education markets.

• Monitor and analyze key performance indicators (KPIs) related to adoption, engagement, and impact to derive data-driven insights and continuously refine GTM strategies for optimal results.

• Act as a key representative for Figma at international education conferences, industry events, and partnership forums to enhance brand visibility and expand network influence.

📝 Enhancement Note: The responsibilities highlight a strategic, hands-on approach to international market development within the education technology (EdTech) space. The role requires not only strategic planning but also operational execution, including team building, process development, and stakeholder management. The emphasis on "0 to 1" and navigating ambiguity suggests a need for entrepreneurial skills in building new operational frameworks.

🎓 Skills & Qualifications

Education: Bachelor's degree in Business, Marketing, Education, International Relations, or a related field. Master's degree or MBA is a plus.

Experience: 5-10 years of progressive experience in international expansion, go-to-market strategy development and execution, education sales, strategic partnerships, consulting, business operations, or program management.

Required Skills:

• Proven track record in developing and executing international GTM strategies, with demonstrated success in launching and scaling programs or products in new markets from inception ("0 to 1").

• Deep understanding of the education industry landscape, including K-12, higher education, and bootcamp sectors, with knowledge of their specific personas, adoption cycles, and procurement processes.

• Exceptional ability to build, manage, and mentor teams, fostering a collaborative and high-performance culture.

• Strong business development and stakeholder management skills, with a demonstrated ability to cultivate and maintain relationships with government bodies, institutional leadership, and industry partners across diverse regions.

• Proficiency in navigating ambiguous environments, driving results independently, and adapting strategies without established playbooks or extensive team support.

• Excellent communication, presentation, and interpersonal skills, with the ability to articulate complex strategies and build consensus among various stakeholders.

Preferred Skills:

• Experience within a high-growth technology company or startup environment, with a strong understanding of rapid scaling dynamics.

• Background in community building, user engagement strategies, and education-focused marketing campaigns.

• Familiarity with legal, compliance, and regulatory considerations specific to international education markets.

• Proficiency in Portuguese, Hindi, or other relevant languages spoken in target expansion regions.

• Experience with CRM systems (e.g., Salesforce) and GTM analytics platforms.

📝 Enhancement Note: The qualifications emphasize a blend of strategic vision, operational execution, and interpersonal skills, particularly within the unique context of the education sector and international markets. The "0 to 1" experience requirement is a key differentiator, indicating a need for individuals who can establish and grow new business functions.

📊 Process & Systems Portfolio Requirements

Portfolio Essentials:

• Demonstrate successful development and execution of international market entry strategies, showcasing growth metrics and lessons learned.

• Provide case studies illustrating the successful scaling of programs or products from initial concept to significant market penetration, highlighting the "0 to 1" journey.

• Showcase experience in building and managing cross-functional teams or direct reports, with examples of team development and performance management.

• Present examples of cultivated strategic partnerships and relationships within the education sector, detailing the impact on adoption and market presence.

Process Documentation:

• Detail your methodology for developing international GTM playbooks, including market analysis, segmentation, and channel strategy.

• Illustrate your approach to building and managing remote or distributed teams, including communication protocols, performance management, and cultural integration.

• Provide examples of how you have used data and analytics to measure GTM success, identify areas for improvement, and inform strategic decisions in international markets.

• Outline your process for identifying and engaging key education stakeholders (e.g., district administrators, university deans, government officials), including outreach, negotiation, and relationship management.

📝 Enhancement Note: For this GTM leadership role, the portfolio should emphasize strategic impact, scalability, and team leadership in international contexts. Candidates should be prepared to detail their process for building new market operations, managing complex stakeholder relationships, and driving measurable growth, particularly within the education vertical.

💵 Compensation & Benefits

Salary Range: $169,000 - $296,000 USD annually.

Benefits:

• Equity: Opportunity to own a part of Figma's growth through stock options.

• Comprehensive Health Coverage: Includes health, dental, and vision insurance plans.

• Retirement Savings: Company contribution towards retirement plans.

• Family Support: Generous parental leave and reproductive/family planning support.

• Wellness: Robust mental health and wellness benefits.

• Time Off: Generous Paid Time Off (PTO) and company-wide recharge days for employee well-being.

• Professional Development: Learning & Development stipend for continuous skill enhancement and career growth.

• Remote Work Support: Work from home stipend and cell phone reimbursement to support remote employees.

• Performance Incentives: Sales incentive pay for applicable roles and an annual bonus plan for eligible non-sales roles.

Working Hours: Standard full-time role, likely aligning with typical business hours in the US, with flexibility for international collaboration. The role requires dedication to building and scaling operations, which may necessitate working outside of standard hours to accommodate global time zones and market demands.

📝 Enhancement Note: The salary range is provided with detailed caveats regarding location and individual assessment, which is standard for highly strategic roles. The benefits package is comprehensive, emphasizing employee well-being, professional growth, and financial security, aligning with a high-growth tech company culture. The "Sales Incentive Pay" and "Annual Bonus Plan" are important considerations for individuals in GTM roles.

🎯 Team & Company Context

🏢 Company Culture

Industry: Software / Design Technology / Collaboration Tools. Figma is a leader in the collaborative design space, revolutionizing how teams create and iterate on digital products.

Company Size: Figma is a rapidly growing, venture-backed tech company, likely in the mid-to-large size range (e.g., 500-2000 employees), experiencing significant scaling and expansion.

Founded: Figma was founded in 2012, giving it a mature yet agile presence in the market, known for its innovative product and strong user community.

Team Structure:

• The "Figma for Education" team is likely a specialized unit within a larger GTM or Partnerships organization, focused on a specific market segment. As a new role, the International GTM Lead will be instrumental in shaping this team's structure.

• This role will report to a senior leader overseeing Global Education or GTM operations, with direct management responsibility for a team of regional education leads.

Methodology:

• Figma's approach is deeply rooted in data-driven decision-making, user-centric design, and agile development methodologies. For this role, expect a focus on data analytics to inform GTM strategy, measure impact, and identify optimization opportunities in global education markets.

• Workflow planning and optimization will be critical for scaling operations across diverse international regions, requiring standardized yet adaptable processes.

• Emphasis will be placed on fostering a culture of continuous learning and innovation, encouraging experimentation and iteration in GTM approaches.

Company Website: https://www.figma.com/

📝 Enhancement Note: Figma's culture is known for being collaborative, innovative, and user-focused. For an operations-centric role like this, understanding how data informs strategy, how processes are scaled, and how cross-functional collaboration drives success will be key. The "Grow as you go" value suggests an environment that supports learning and adaptation.

📈 Career & Growth Analysis

Operations Career Level: This is a managerial position, signifying a Senior or Lead level within operations and GTM strategy. It involves significant strategic responsibility, team leadership, and market-shaping influence, moving beyond individual contribution to driving organizational growth in new territories.

Reporting Structure: The role will likely report to a Director or VP of Global Education or International GTM. The direct reports will be regional education leads, each responsible for specific geographic markets. This structure necessitates strong management and delegation skills.

Operations Impact: The impact of this role is direct and significant, focusing on building and scaling Figma's presence within the global education sector. Success will be measured by adoption rates, market share growth, revenue generation, and establishing Figma as a foundational tool in educational institutions worldwide. This role directly influences strategic market entry and revenue generation in new, high-potential segments.

Growth Opportunities:

• Leadership Expansion: Potential to grow into a Director or VP role overseeing broader international operations or specific business units within Figma's education vertical, managing larger teams and budgets.

• Strategic Influence: Opportunity to shape long-term GTM strategies for global markets, influencing product roadmap and company-wide expansion priorities.

• Skill Specialization: Deepen expertise in international market development, EdTech GTM, cross-cultural team management, and complex stakeholder relationship building.

• Entrepreneurial Experience: Gain invaluable experience in building and scaling operations from the ground up in new global markets, a highly sought-after skill set.

📝 Enhancement Note: This role offers a significant growth trajectory, moving from establishing a new function to potentially leading a larger segment of Figma's international business. The "0 to 1" nature of the role provides a unique opportunity to build a career foundation in global market expansion and leadership.

🌐 Work Environment

Office Type: Figma operates with a hybrid work model, offering flexibility. While hubs exist in San Francisco and New York, the role can be performed remotely within the United States. This suggests a focus on asynchronous communication and digital collaboration tools.

Office Location(s): Primary hubs in San Francisco, CA and New York, NY. Remote work is permitted within the United States.

Workspace Context:

• The environment is likely fast-paced and collaborative, typical of a high-growth tech company. Expect a blend of independent work (strategy development, remote management) and team collaboration (virtual meetings, cross-functional alignment).

• Access to Figma's suite of collaboration and design tools, alongside standard business productivity software, is expected. Emphasis on digital tools for seamless remote work and global team coordination.

• Opportunities for interaction will primarily be through virtual channels, including team meetings, company-wide all-hands, and cross-functional project work. In-person onboarding and occasional travel for conferences or team gatherings may also occur.

Work Schedule: This is a full-time position. While core business hours are expected, the nature of international GTM requires flexibility to accommodate different time zones for meetings and stakeholder engagement. Proactive time management and communication are key to balancing global responsibilities.

📝 Enhancement Note: The hybrid and remote-friendly nature of the role emphasizes autonomy and strong digital collaboration skills. Candidates should be comfortable working independently and managing their schedule effectively to meet the demands of global operations.

📄 Application & Portfolio Review Process

Interview Process:

• Initial Screen: A recruiter or hiring manager will conduct an initial phone screen to assess overall fit, experience alignment, and motivation for the role. Be prepared to articulate your GTM experience and interest in Figma for Education.

• Hiring Manager Interview: A deeper dive into your experience with international expansion, team management, and education sector knowledge. Expect behavioral questions focused on past accomplishments and problem-solving approaches.

• Panel Interviews: This may include interviews with peers from Sales, Marketing, or Product, and potentially senior leadership. Focus on demonstrating cross-functional collaboration, strategic thinking, and GTM execution capabilities.

• Case Study/Presentation: A common element for GTM roles. You may be asked to prepare a presentation on a specific market entry strategy, a plan to scale a program, or how you would approach a hypothetical challenge in one of the target regions. This is where your portfolio examples will be crucial.

• Final Round: May involve an interview with a VP or C-suite executive to assess strategic alignment and cultural fit.

Portfolio Review Tips:

• Quantify Impact: For each project or initiative, clearly articulate the objectives, your role, the actions taken, and the quantifiable results (e.g., % growth in adoption, revenue figures, market share gains, partnership acquisition numbers).

• Showcase "0 to 1" Experience: Highlight projects where you built something from scratch, developed new processes, or entered new markets without pre-existing frameworks. Detail the challenges and how you overcame them.

• Demonstrate Strategic Thinking: Explain the "why" behind your GTM strategies, including market analysis, target audience identification, and competitive positioning.

• Highlight Team Leadership: If applicable, showcase examples of how you've built, managed, and developed teams, including your management philosophy and approach to fostering talent.

• Tailor to Figma: Research Figma's current GTM strategies and their approach to education. Frame your experience and portfolio examples in a way that aligns with their values and business objectives.

Challenge Preparation:

• Market Entry Strategy: Be ready to outline a step-by-step plan for entering a new market (e.g., India or Brazil) for Figma for Education, considering localization, partnerships, sales channels, and community building.

• Team Building & Management: Prepare to discuss how you would hire, onboard, and manage a remote team of regional education leads across different geographies.

• Stakeholder Engagement: Practice articulating how you would build relationships with key education stakeholders, navigate bureaucratic processes, and secure buy-in.

• Data & Measurement: Be prepared to discuss key metrics for GTM success in education and how you would track and report on them.

📝 Enhancement Note: The interview process is designed to assess strategic acumen, leadership potential, and practical GTM execution skills. A strong, well-documented portfolio that clearly demonstrates the ability to build and scale operations in new markets is paramount for success.

🛠 Tools & Technology Stack

Primary Tools:

• CRM: Proficiency with CRM systems like Salesforce is essential for managing sales pipelines, tracking customer interactions, and reporting on sales performance. Experience with higher education or B2B sales cycles within a CRM is a plus.

• GTM & Analytics Platforms: Experience with tools for market analysis, GTM planning, and performance tracking (e.g., HubSpot, Marketo, Mixpanel, Amplitude, Google Analytics).

• Collaboration Suites: Mastery of Google Workspace (Docs, Sheets, Slides, Meet) or Microsoft 365 for daily operations, document creation, and virtual meetings.

• Project Management: Familiarity with project management tools such as Asana, Trello, Jira, or Monday.com for managing complex GTM initiatives and team workflows.

Analytics & Reporting:

• BI Tools: Experience with business intelligence tools like Tableau, Power BI, or Looker for creating dashboards and in-depth performance reports on GTM activities and market penetration.

• Data Analysis: Ability to analyze data from various sources to identify trends, measure ROI, and inform strategic decisions.

CRM & Automation:

• Sales Automation: Understanding of sales automation tools and techniques to streamline processes and improve sales team efficiency.

• Marketing Automation: Familiarity with marketing automation platforms for campaign execution and lead nurturing within the education sector.

• Integration Tools: Awareness of how different systems (CRM, marketing automation, analytics) integrate to provide a unified view of GTM performance.

📝 Enhancement Note: This role requires a strong understanding of the technology stack that supports GTM operations, particularly for scaling internationally. Proficiency with CRM and analytics tools is key for data-driven decision-making and performance tracking.

👥 Team Culture & Values

Operations Values:

• Grow as you go: Embody a continuous learning mindset, embracing new challenges and adapting strategies as markets evolve. This means being open to experimentation and iteration in GTM approaches.

• Collaboration: Foster a highly collaborative environment, working seamlessly with cross-functional teams (Sales, Marketing, Product, Legal) to ensure unified GTM efforts and achieve shared objectives.

• Data-Driven Decision Making: Utilize data and analytics to inform strategic choices, measure success, and identify opportunities for optimization in global education markets.

• Customer Focus: Deeply understand the needs and challenges of educational institutions and stakeholders, developing GTM strategies that deliver genuine value and impact.

• Impact & Ownership: Take full ownership of international expansion goals, driving initiatives with a strong sense of accountability and a focus on measurable business outcomes.

Collaboration Style:

• Cross-functional Integration: Proactively engage with Sales, Marketing, Product, and Legal teams to align GTM strategies, share market insights, and ensure cohesive execution across all departments.

• Feedback & Iteration: Cultivate a culture of open feedback and continuous improvement, regularly reviewing GTM performance with team members and stakeholders to identify areas for refinement and innovation.

• Knowledge Sharing: Actively share best practices, market intelligence, and lessons learned across the team and with relevant departments to foster collective growth and elevate operational effectiveness.

📝 Enhancement Note: Figma's core values are integral to how teams operate. For this role, demonstrating how you embody "Grow as you go" by adapting to new markets and learning from challenges will be crucial. Strong cross-functional collaboration is also a hallmark of successful GTM leadership.

⚡ Challenges & Growth Opportunities

Challenges:

• Market Entry Complexity: Navigating diverse cultural nuances, regulatory landscapes, and educational system structures across India, Brazil, Singapore, and Australia presents significant challenges in GTM strategy and execution.

• Building from Scratch: Establishing a new international GTM function for Figma for Education requires pioneering new processes, building a team, and creating market traction without existing playbooks or established infrastructure.

• Stakeholder Management Complexity: Cultivating relationships with a wide array of educational stakeholders, from government bodies to individual institutions, demands nuanced communication and negotiation skills.

• Resource Constraints: As a new initiative, the role may initially operate with limited resources, requiring creative problem-solving and efficient resource allocation to maximize impact.

Learning & Development Opportunities:

• Global Market Expansion Expertise: Develop deep expertise in international business development, market entry strategies, and scaling operations across diverse economic and cultural landscapes.

• EdTech Leadership: Become a recognized leader in the education technology sector by understanding and shaping the future of design education globally.

• Team Building & Management: Hone skills in recruiting, developing, and leading high-performing, geographically dispersed teams.

• Strategic Portfolio Building: Gain experience in building a robust portfolio of successful international GTM initiatives that will be highly valuable for future leadership roles.

📝 Enhancement Note: The challenges inherent in this role are also its greatest growth opportunities. Successfully navigating these complexities will significantly enhance an individual's GTM leadership and international expansion capabilities.

💡 Interview Preparation

Strategy Questions:

• "Describe your process for developing an international GTM strategy for a new market, using a hypothetical example in India or Brazil." (Focus on market research, segmentation, localization, channel strategy, and key partnerships.)

• "How would you approach building and managing a remote team of regional education leads across different continents? What are your key management principles?" (Focus on communication, performance management, cultural integration, and team cohesion.)

Company & Culture Questions:

• "Why Figma, and why the 'Figma for Education' initiative specifically?" (Research Figma's mission, values, and product. Connect this to your passion for education and global impact.)

• "How do you embody Figma's 'Grow as you go' value in your professional approach, especially when facing ambiguity or new challenges?" (Provide specific examples of learning, adaptation, and resilience.)

Portfolio Presentation Strategy:

• Structure Your Narrative: For each case study, follow a clear STAR (Situation, Task, Action, Result) or similar framework. Emphasize the "0 to 1" aspects of your experience.

• Quantify Everything: Use specific numbers, percentages, and metrics to demonstrate the impact of your work. Highlight revenue growth, adoption rates, partnership success, or team development metrics.

• Visualize Your Impact: Use charts, graphs, or roadmaps to illustrate complex strategies, market growth, or process improvements.

• Connect to Figma's Goals: Explicitly link your past achievements and methodologies to how you would drive success for Figma for Education in international markets.

• Be Ready for Deep Dives: Anticipate detailed questions about your decision-making process, challenges faced, and lessons learned from each portfolio item.

📝 Enhancement Note: Preparation should focus on demonstrating strategic GTM thinking, leadership capabilities, and a proven ability to execute in new and ambiguous environments, particularly within the education sector and international contexts.

📌 Application Steps

To apply for this operations position:

• Submit your application through the provided application link on Greenhouse.

• Customize Your Resume: Tailor your resume to highlight experience in international expansion, go-to-market strategy, education technology, team leadership, and program management. Use keywords from the job description (e.g., "international expansion," "GTM strategy," "education sector," "scaling programs," "stakeholder management").

• Prepare Your Portfolio: Curate specific examples of your work that demonstrate your ability to build and scale operations from "0 to 1," manage international markets, and lead teams. Focus on quantifiable results and strategic impact.

• Practice Your Narrative: Rehearse your responses to common GTM and leadership interview questions, and prepare to walk through your portfolio highlights concisely and impactfully.

• Research Figma: Thoroughly understand Figma's product, mission, values, and their approach to the education market. Be prepared to articulate why you are a strong fit for their culture and business objectives.

⚠️ Important Notice: This enhanced job description includes AI-generated insights and operations industry-standard assumptions. All details should be verified directly with the hiring organization before making application decisions.