Sales Enablement Manager (Tokyo, Japan)

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About the role

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 looking for a driven Sales Enablement Manager to support our growing sales function in Japan. This role will help shape and scale regional enablement strategy and roadmap, partnering closely with Japan Sales leadership and cross-functional stakeholders to identify market-specific needs and deliver impactful programs. You’ll adapt global onboarding and enablement initiatives for Japan, ensuring they reflect local buyer expectations, sales motions, and cultural nuance. You’ll build practical tools and content that improve seller productivity, strengthen pipeline generation and deal progression, and drive consistent execution across the region. This is a full-time hybrid role based out of our Japan hub. What you’ll do at Figma: • Partner closely with Global Sales Enablement and Japan Sales Leadership to design, build, and execute enablement programs for Japan • Diagnose where reps and managers need the most support across pipeline generation, deal progression, and deal execution • Adapt and regionalize global programs, content, and frameworks for the Japan market, balancing consistency with local relevance • Build repeatable sales motions, processes, playbooks, and manager-facing tools that help the field execute more effectively • Produce, curate, and maintain enablement content and assets that reflect regional priorities and market nuance • Program manage ongoing sales trainings and enablement initiatives across Japan • Facilitate effective in-person and virtual training sessions, workshops, and deal-based enablement • Measure the effectiveness of priority programs and selling motions to identify what is working and where changes are needed We'd love to hear from you if you have: • 6+ years of experience in sales enablement, field enablement, sales strategy, product marketing, or similar field-facing GTM roles • Strong program management and prioritization skills, with the ability to scope complex work, break it into clear plans, and execute effectively • Partnered with sales leaders, front-line managers, and cross-functional stakeholders to drive behavior change and improve field execution • Experience supporting complex B2B sales motions and adapting global programs for regional markets - especially Japan • Strong understanding of Japanese buyer expectations, sales cycles, and cultural dynamics, with the ability to translate these into effective enablement strategies While not required, it’s an added plus if you also have: • Supported Japan or broader APAC markets • Experience with sales methodologies such as Command of the Message, MEDDICC, or MEDDPICC • Managed both pipeline-generation and in-cycle deal execution motions • Familiarity with manager-led inspection and coaching • Experience with technical or platform products, or experience using Figma 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. At Figma we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, a

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