Account Executive, Strategic (Sydney Or Melbourne, Australia)

Figma; Sydney; On-site; AUD 180,000 - 260,000; Full time

Job summary

Figma seeks a Strategic Account Executive to drive growth with named enterprise accounts in Australia. You will lead high-level engagements, develop strategic plans, and partner with cross-functional teams to position Figma’s value at the executive level.

You will excel at navigating complex enterprise sales cycles, articulating ROI, and expanding opportunities across product suites. Sydney or Melbourne base with global collaboration.

Qualifications

• 8+ years successful enterprise software/SaaS sales with top-tier accounts.
• Proven ability to map stakeholders and navigate complex buying processes.
• Experience selling to C-level executives with MEDDIC/MEDDICC or similar.

Responsibilities

• Manage a defined list of named strategic accounts to meet or exceed targets.
• Apply discovery and value-selling techniques to build C-level relationships.
• Align with executives on business challenges and gain sponsorship for deployments.
• Create strategic account plans outlining priorities and expansion opportunities.
• Co-create with cross-functional partners to position Figma and drive deals forward.
• Advance executive relationships through in-person meetings and networking.
• Build compelling business cases and ROI justifications for large deals.

Skills

C-level relationship building

Strategic enterprise sales

MEDDIC/MEDDICC

Value-based selling

Deal negotiation

ROI storytelling

Job description

Account Executive, Strategic (Sydney or Melbourne, Australia)

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!

We are looking for a Strategic Account Executive who will play a critical role driving sales and maximizing expansion opportunities with a defined list of top-tier Enterprise customers. You will be responsible for targeting, building and nurturing positive relationships with key C-level 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 throughout Figma.

This role will be based out of either Sydney or Melbourne, Australia.

What you’ll do at Figma:

• Manage a defined list of named strategic accounts to consistently meet or exceed quarterly and annual sales targets
• Apply effective discovery and value-selling techniques to build and strengthen C-level relationships for every account in your book
• 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 at senior level to build on expansion opportunities
• 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
• Build compelling business cases and ROI justifications to support large, complex deals

We would love to hear from you if you have:

• 8+ years of success driving new business and expansion within Enterprise software/SaaS, partnering with the largest enterprise customers (5,000+ FTEs) and engaging C-level executives
• Demonstrated success managing a focused territory or portfolio of strategic, named accounts while consistently meeting or exceeding pipeline generation targets
• Proven ability to strategically sell complex, technical products or platforms through consultative, value-based sales approaches
• Strong track record of navigating and closing complex enterprise sales cycles, typically spanning 9 months or longer
• Proficiency with structured sales methodologies such as MEDDIC/MEDDICC or Command of the Message to drive customer value and successful sales outcomes

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

• Experience selling solutions to technical audiences at the highest level in Engineering, Product and Design teams
• Demonstrated ability to succeed in a changing environment
• Certified in deal qualification and prospect discovery

At Figma, one of our values is Grow as you go. We believe in hiring smart, curious people who are excited to learn and develop their skills. If you’re excited about this role but your past experience doesn’t align perfectly with the points outlined in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.

At Figma we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our product and our community to flourish. Figma is an equal opportunity workplace - we are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity/expression, veteran status or any other characteristic protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.