Requirements & tools
Figma
The Sales Operations Manager, New Business at Figma serves as the primary business partner to New Business and Inside Sales leadership. Responsibilities include owning the end-to-end forecasting process for both segments (bringing rigor to pipeline reviews while evolving methodology); leading the operating cadence (MBRs, QBRs, weekly forecast reviews) by synthesizing funnel trends and surfacing risks/opportunities; shaping organizational foundation by recommending headcount, org design, quota structures, and book-of-business allocation; defining and governing rules of engagement across account ownership and AE-ISR collaboration; building and maintaining intelligence systems (dashboards, performance reports, automated insights) that leverage AI to compress time from data to action; deploying AI tools and workflows for pipeline analysis, forecasting accuracy, and identifying rep performance patterns; and partnering cross-functionally with Sales Systems, Finance, and Marketing Operations on data quality and governance. Required: 5+ years of sales operations experience preferably in high-growth SaaS; strong analytical and technical skills with proven expertise in Salesforce, SQL, and BI tools (specifically Sigma); demonstrated experience leveraging AI tools for sales insights.
Role context
Sales Operations Managers focused on New Business at scaled SaaS companies own the operational backbone that helps Sales teams accelerate revenue across self-service and assisted sales motions. At Figma, this role serves as the primary business partner to New Business and Inside Sales leadership — owning forecasting, operating cadence, organizational design, and rules of engagement across account ownership and lead routing. The position requires strong analytical depth (Salesforce, SQL, BI tools) and experience leveraging AI tools to surface sales insights at scale. Compensation: $140,000 plus equity. Available remotely in the US or from Figma’s SF and NYC hubs.
Quick facts
Frequently Asked Questions
What's the difference between a Sales Operations Manager and a Revenue Operations Manager?
Sales Operations Managers focus specifically on supporting Sales teams (pipeline, forecasting, AE/ISR enablement, sales-process design). Revenue Operations Managers have broader scope spanning Sales, Marketing, and Customer Success operations — owning the full revenue funnel. SalesOps roles like this one have deeper sales-specific expertise; RevOps roles trade some depth for breadth across functions.
Is Figma's Sigma BI experience strictly required or can equivalent BI tools substitute?
Job posting explicitly calls out Sigma, suggesting Figma has standardized on it for sales analytics. Candidates from Looker, Tableau, or Mode backgrounds can typically ramp on Sigma in days — the skill transfer is straightforward. The hiring bar emphasizes underlying analytical capability and SQL fluency, with specific tool familiarity as adjustable.
What does 'AI tools for sales insights' mean in practice for this role?
Practically: using tools like Gong/Chorus (conversation intelligence), Clari/BoostUp (AI-powered forecasting), and custom LLM-driven analytics to surface insights that would be impossible to spot manually. Examples include identifying patterns in rep call performance, predicting deal slippage probability, and automatically flagging pipeline anomalies. The role is expected to deploy these tools, not just consume their outputs.