Account Executive, Mid-Market

Summary

Join Figma's growing team as a Mid-Market Account Executive and play a critical role in driving sales and maximizing revenue. You will target, 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 in the US, offers the chance to accelerate your career and build a strong network. Responsibilities include managing a sales pipeline, applying effective sales techniques, aligning with executives on business challenges, and creating account plans. Figma offers a competitive compensation package and benefits.

Requirements

• Experience closing sales, over multiple years, for a software or SaaS business with a 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 (3-9 months)
• A sales methodology and process that creates value for customers

Responsibilities

• Create and manage a pipeline of Mid-Market accounts from inbound and outbound activity to consistently meet or surpass sales targets
• Apply effective discovery and value-selling techniques to build and strengthen relationships with key decision-makers in both new and existing customers (500-5000 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 account plans that outline company priorities and initiatives, multi-threading at senior 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 executive 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