The setting
builds AI-powered tools for product teams. applies AI models to creative design tasks for professional creatives and designers.
A guaranteed purchase commitment now depends on control of customers already buying directly.
Finance wants the contracted minimum, and enterprise leadership wants to retain the disputed customer relationships.
Who you’d be doing this for
“Procurement called me this morning asking why a partner now owns our conversation. Nobody on my team agreed to that.”
Kirill Nemec · Enterprise Design Director · a character in this brief
Sponsors one of the nine disputed direct opportunities and expects an existing procurement conversation to continue.
What is at stake
A partner ties $900,000 in Weave purchases to exclusivity over customers already negotiating directly. You must weigh a binding minimum against customer access that an 18-month agreement would surrender.
Why it isn’t already fixed
Every obvious fix costs something else. That’s the part you’d have to decide.
- guaranteed purchases vs direct customer access
- partner scale vs bounded service commitments
- signature deadline vs verified buying authority
- exclusive rights vs flexibility for existing customers
Why Figma
Weave distribution reaches design buyers whose existing Figma relationships already support direct opportunities.
Written with these in mind
Not your kind of problem? 59 more at Figma, or browse every organization.
Where the organization context comes fromThe postings this brief was written from, and the reporting read before it.
The organization context comes from public information. The situation and characters are written for the brief.
Job postings it was written from
Public descriptions of the work at Figma. They are listed as sources, not as openings. The lines under a posting are its own words, where it meets this brief.
- Account Executive - Figma Weave (London, United Kingdom) (opens in a new tab)
- You will work closely with Figma Account Executives and cross-functional partners to understand customer needs, demonstrate relevant workflows, and guide opportunities from first conversation through close.
- Distribution Partner Manager, LATAM (opens in a new tab)
- This includes driving revenue growth and supporting customers in Brazil, Mexico, Argentina, Colombia, Chile, and beyond.
- Figma’s distribution partnerships team is focused on unlocking new sources of revenue and hyper-scaling growth through the power of strategic alliances.
- Account Executive, Enterprise (Bengaluru, India) (opens in a new tab)
- You will be responsible for targeting, building and nurturing positive relationships with key executive level decision-makers, understanding complex business needs, and delivering innovative solutions across our product suite.
- Conduct thorough analysis to create strategic account plans that outline company priorities and initiatives, multi-threading at an executive level to build on expansion opportunities
- Account Executive, Mid-Market (London, United Kingdom) (opens in a new tab)
- Senior Account Executive - Figma Weave (opens in a new tab)
This is the setup. The work is inside.
Running it puts you in the room: the full situation and its constraints, stakeholders who push back in their own words, and the decisions that are yours to make. What you produce becomes a Day One Plan — work you can show someone instead of describing.
Where similar work appears
Other live briefs connected to this one, and what connects them.
Similar problems at other organizations
Like this one, each of these is about betting growth on an outside partner or launch.
A partner wants 18 months of exclusivity over 30 agencies for a $1.2 million purchase.
You must weigh guaranteed bookings against agency choice and restrictions that survive missing orders.
A software partner’s $9 million Messaging renewal expires tomorrow amid disputed forecasts.
You must weigh retaining its full commitment against signing away the ability to recover rising carrier costs.
A prospect's committee wants one commercial owner across 14 business units, but the integrator wants to front support and margin.
You have 30 days to weigh that against losing sight of the account.
The same setting, from another role
Each is set around Figma’s Figma Weave, written for a different role. They’re separate briefs, not the same scenario.
New enterprise customers remain active while their onboarding steps stall.
You decide whether AI can assign a stalled milestone from conflicting notes and activity, or must ask the CSM to establish the step first.
Six design customers need evidence that another creative tool earns its budget.
You weigh a comparable evaluation service against the customer-specific work needed to make its conclusions useful.
Eight design teams face a funding decision tomorrow, but only three have shown where generated assets shipped.
You must weigh broader continuity against a year of support promises that the available evidence may not justify.
Other problems with a similar purpose
In each of these, as in this one, the aim is to structure a partnership that creates real growth today and still holds up under pressure years later.
A large reseller wants exclusive rights to resell the platform, and its draft names 22 accounts you already sell to.
You have to weigh a two-year, 14-day-deadline channel deal against terms you cannot easily unwind.
A global marketplace will sign only if its top merchants leave a rival processor in six months, and its current deal ends in 28 days.
You have to weigh the incentives it wants against loss exposure you cannot unwind.
A major bank distribution partner wants exclusive rights to a co-branded card, with pricing that limits direct expansion.
Its deadline is fixed, so you have to weigh 84 eligible accounts now against terms that shape your route to market for years.
