Account Executive, Mid-Market (Sydney, Australia)

Everi Pty; Sydney; Hybrid; AUD 120,000 - 190,000; Full time

Job summary

Figma in Sydney is seeking an Account Executive, Mid-Market to drive revenue across enterprise accounts, build a robust pipeline, and partner with cross-functional teams. You will lead conversations with key decision-makers and demonstrate value across our product suite.

You will engage executives, craft tailored solutions, and help expand adoption through strategic territory planning and collaboration with product and design stakeholders. Hybrid Sydney role.

Qualifications

• Experience closing software/SaaS sales with multi-year track record.
• Proven ability to build territory plans and generate self-sourced pipeline.
• Experience selling to executive-level technical audiences (engineering, product, design).
• Experience managing complex sales cycles (3–9 months).

Responsibilities

• Create and manage a Mid-Market pipeline to meet/exceed targets.
• Apply discovery and value-selling techniques with key decision-makers.
• Align with executives on business challenges to secure enterprise deployments.
• Co-create with cross-functional partners to position Figma and drive deals forward.

Skills

SaaS sales

Executive-level selling

Pipeline management

Territory planning

Job description

Job Description

We are looking for an Account Executive, Mid-Market who will play a critical role in driving sales and maximizing revenue with our customers. You will be responsible for targeting, building and nurturing positive relationships with key decision-makers, understanding complex business needs, and delivering innovative solutions across our product suite. This is an opportunity to accelerate your career, learn from leading sellers in the industry and build an incredible network of cross functional partners at Figma.

This is a full time role in our Sydney office within a hybrid environment

What you'll do at Figma:

• 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 (500-2000 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
• Represent Figma in the Sydney and broader ANZ market through customer meetings, community events, executive engagements, and partner-led opportunities.
• 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.

About the Employer

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!

About the Candidate

• Experience closing sales, over multiple years, for a software or SaaS business with a book of customers (
• Consistent performance meeting revenue and pipeline generation targets
• Experience selling solutions to technical audiences at executive level (i.e. Engineering, Product, Design teams)
• Proven ability to build territory plans, identify whitespace, and generate self-sourced pipeline through targeted outbound, account research, referrals, events, and executive networking
• Demonstrated experience successfully managing complex sales cycles (3-9 months)
• Experience growing existing customer relationships through expansion, consolidation, and enterprise-wide adoption, including navigating land-and-expand motions across multiple teams or business units
• A sales methodology and process that creates value for customers

While not required, it's an added plus if you also have:

• Demonstrated ability to succeed in a changing environment
• Certified in deal qualification and prospect discovery