Account Executive, Federal

Gh Gruppe; New York (NY); Remote; USD 130,000 - 160,000; Full time

Job summary

An innovative firm is seeking a motivated Account Executive to join their dynamic team. In this role, you will drive sales and build strong relationships with key decision-makers in the Federal sector. You will leverage your expertise in value-selling to navigate complex sales cycles, ensuring customer success and satisfaction. This is a fantastic opportunity to grow your career while working alongside industry leaders. If you are passionate about technology and eager to make a difference, this position is perfect for you. Join a company that values diversity and is committed to making design accessible to all.

Qualifications

• Experience in closing sales for software or SaaS businesses.
• Ability to manage complex sales cycles and generate new business.

Responsibilities

• Create and manage a pipeline of Enterprise accounts focused on Federal agencies.
• Conduct analysis to create strategic account plans.

Skills

Sales Closing

Relationship Building

Value Selling

Pipeline Management

Strategic Account Planning

Education

Bachelor's Degree

Tools

CRM Software

Job description

Figma is growing our team of passionate people on a mission to make design accessible to all. Born on the Web, Figma helps entire product teams brainstorm, design, and build better products — from start to finish. Whether it’s consolidating tools, simplifying workflows, or collaborating across teams and time zones, Figma makes the design process faster, more efficient, and fun while keeping everyone on the same page. From great products to long-lasting companies, we believe that nothing great is made alone—come make with us!

We are looking for an Account Executive, Federal 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 that can be held from one of our US hubs or remotely in the United States.

What you'll do at Figma:

• 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.

We'd love to hear from you if you have:

• 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.

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

• 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.

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.

Pay Transparency Disclosure

If based in Figma’s San Francisco or New York hub offices, this role has the annual base salary range stated below.

Job level and actual compensation will be decided based on factors including, but not limited to, individual qualifications objectively assessed during the interview process (including skills and prior relevant experience, potential impact, and scope of role), market demands, and specific work location. The listed range is a guideline, and the range for this role may be modified. For roles that are available to be filled remotely, the pay range is localized according to employee work location by a factor of between 80% and 100% of range. Please discuss your specific work location with your recruiter for more information.

Annual Base Salary Range (SF/NY Hub):

$130,000 - $160,000 USD

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.

We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment. If you require accommodation, please reach out to [e-mail]. These modifications enable an individual with a disability to have an equal opportunity not only to get a job but successfully perform their job tasks to the same extent as people without disabilities.

By applying for this job, the candidate acknowledges and agrees that any personal data contained in their application or supporting materials will be processed in accordance with the applicable candidate section of Figma's Privacy Policy.

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