The setting
builds AI-powered tools for product teams. applies AI models to creative design tasks for professional creatives and designers.
Agencies bring customer trust, but disagree about who should hold the software contract.
Direct customer ownership protects continuity after an agency engagement, while bundled purchasing protects the agency’s commercial relationship.
Who you’d be doing this for
“Our agency showed us the assets on Tuesday. Procurement asked who we'd pay, and nobody in the room gave the same answer.”
Sari Prasert · Head of Product Design · a character in this brief
Leads one of the eight prospective customer teams whose agency has offered to introduce generated asset workflows.
What is at stake
Six agencies disagree on how to sell creative software to their clients. You have to make participation commercially worthwhile without tying customer access to an agency services contract.
Why it isn’t already fixed
Every obvious fix costs something else. That’s the part you’d have to decide.
- agency incentives vs collected revenue economics
- bundled purchasing vs direct customer continuity
- partner reach vs another commercial intermediary
- repeatable terms vs market-specific buying preferences
Why Figma
Agencies already working in Figma offer a route into Weave purchases, but their service relationships do not establish a software buying relationship.
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)
- 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.
- We are looking to hire an experienced business development and partnerships professional to scale our efforts with agencies, systems integrators, consultancies, and select commercial partners (resellers) across the LATAM region.
- Account Executive, Enterprise (Bengaluru, India) (opens in a new tab)
- Apply effective discovery and value-selling techniques to build and strengthen relationships with key decision-makers in both new and existing customers (5000+ FTEs)
- 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.
- 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.
Agency principals are losing the value story for governed website delivery as clients compare it with fast AI drafts.
You must weigh a flexible agency offer against a channel motion that produces qualified, repeatable revenue.
Eight agencies want to introduce advertisers, but disagree on who contracts and gets paid.
You weigh a channel agencies will promote against economics clients will accept and spending that survives the introductory offer.
Partners are losing AI product conversations because buyers hear separate capabilities instead of one commercial outcome.
You must weigh a focused first offer against the breadth enterprise buyers expect.
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 build alliances that produce real, repeatable value for every side, not just polite introductions.
Enterprise buyers are favoring tools already covered by cloud commitments while questioning AI value.
You must weigh a faster procurement path against a package that proves better delivery visibility.
Smaller product teams are choosing bundled experiments instead of a separate platform.
You must decide what a partner package makes easier without turning Confidence into an add-on.
Property managers are putting direct booking and rival tools ahead of deeper distribution partnerships.
You must weigh a compelling partner package against terms and promises that can hold across varied portfolios.
