Senior Inside Sales Representative (Tokyo, Japan)
at Figma
Tokyo, Japan
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!
As a Senior Inside Sales Representative, you’ll play a key role in supporting Figma’s growing base of mid-market, enterprise, and strategic customers. You’ll own the end-to-end renewal process for a defined book of business, including accounts in coverage for reps on leave (LOA), to-be-hired (TBH) territories, and complex or multi-org customers. You’ll partner closely with Sales, Customer Success, Legal, Procurement, and Finance to drive timely renewals, accurately forecast, ensure a seamless customer experience, and identify expansion opportunities.
Building on the success of our inbound renewals model, this role expands coverage to Figma’s largest and most complex customers—helping scale renewals operations across our global business.
This is a full-time, hybrid role based out of our Tokyo Hub.
What you’ll do at Figma:
- Own and manage a portfolio of renewal opportunities across assigned customer accounts in Mid-Market, Enterprise, and Strategic segments
- Build trusted relationships with key customer stakeholders to understand their business objectives and align Figma’s solutions to their goals
- Lead renewal cycles end-to-end — from proactive outreach and negotiation through deal execution and billing coordination — ensuring timely closure and growth
- Meet or exceed quarterly and annual renewal targets by maintaining a healthy renewal pipeline
- Negotiate renewal terms and pricing to align customer needs with Figma’s business objectives
- Manage renewals for accounts without direct sales coverage (e.g., leave of absence, to be hired, or large accounts with multiple company instances)
- Partner cross-functionally with Account Executives, Sales Leaders, Customer Enablement Managers, Deal Desk, and Legal to streamline renewal processes and remove blockers
- Identify and pursue expansion opportunities during the renewal cycle, such as adding licenses, while collaborating with Sales on more complex initiatives like adding products or upgrading to Enterprise plans
We'd love to hear from you if you have:
- 1+ year of customer facing experience in supporting or managing customer renewals, account management or inside sales, ideally in B2B SaaS
- Strong written and verbal communication skills, with the ability to engage and influence customers and internal stakeholders
- Comfort working with complex deal structures, multi-org accounts, and multiple stakeholders (procurement, finance, legal)
- Technical aptitude and curiosity to learn Figma’s platform, sales processes, and evolving policies
- Native-level Japanese and High-Fluency in English
While not required, it’s an added plus if you also have:
- Experience using Salesforce, Ironclad, and similar tools to manage renewals and deal workflows
- Familiarity with SaaS subscription models and renewal metrics (GRR, NRR, expansion rate, etc.)
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.