Account Executive

Summary

Join Figma's growing team as an Account Executive, Federal, and play a crucial role in driving sales and exceeding revenue targets within Federal Civilian/DoD agencies. You will build and nurture relationships with key decision-makers, understand complex business needs, and deliver innovative solutions. This full-time role, based in a US hub or remotely, offers the chance to accelerate your career and build a strong network. Responsibilities include managing a pipeline of enterprise accounts, applying effective sales techniques, aligning with executives on business challenges, and creating strategic account plans. Figma offers a competitive compensation package and benefits.

Requirements

• Experience closing sales, over multiple years, for a software or SaaS business with an Enterprise book of customers (5000+ FTEs), selling to executives
• Consistent performance meeting pipeline generation targets for net new business
• Demonstrated experience successfully managing complex sales cycles (6 months+)
• A sales methodology and process that creates value for customers

Responsibilities

• Create and manage a pipeline of Enterprise accounts, focused on Federal Civilian/DoD agencies, to consistently meet or exceed quarterly and annual sales targets
• Apply effective discovery and value-selling techniques to build and strengthen relationships with key decision-makers in both new and existing customers (5000+ FTEs)
• Align with executives on business challenges and gain sponsorship for enterprise-wide deployments for a suite of products, identifying where Figma’s roadmap and innovations fit in the long term
• 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
• Manage a book of business by tiering accounts and initiating techniques to save contractions
• Co-create with cross-functional partners to expertly position Figma, drive deals forward and ensure customer success
• Leverage opportunities to advance executive-level relationships through in-person meetings and networking opportunities

Preferred Qualifications

• Experience selling solutions to technical audiences at a strategic level (i.e. Engineering, Product, Design teams)
• Demonstrated ability to succeed in a changing environment
• Certified in deal qualification and prospect discovery

Benefits

• Health, dental & vision
• Retirement with company contribution
• Parental leave & reproductive or family planning support
• Mental health & wellness benefits
• Generous PTO
• Company recharge days
• A learning & development stipend
• A work from home stipend
• Cell phone reimbursement
• Sales incentive pay