Account Executive, Federal

Figma; New York (NY); Remote; USD 60,000 - 120,000; Full time

Job summary

An innovative company is seeking a passionate Account Executive to drive sales and maximize revenue with Federal clients. This role offers the opportunity to build strong relationships with key decision-makers, utilize effective sales techniques, and contribute to the growth of a dynamic product suite. Join a forward-thinking team dedicated to making design accessible to all, where your skills will help shape the future of collaboration in design. If you are eager to learn and grow in a supportive environment, this position is perfect for you.

Qualifications

• Proven track record in closing sales for SaaS businesses.
• Experience managing complex sales cycles with enterprise customers.

Responsibilities

• Create and manage a pipeline of Enterprise accounts focused on Federal agencies.
• Apply effective discovery and value-selling techniques with key decision-makers.

Skills

Sales Experience

Relationship Building

Value Selling Techniques

Sales Cycle Management

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 industry-leading sellers, 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:

1. Create and manage a pipeline of Enterprise accounts, focused on Federal Civilian/DoD agencies, to consistently meet or exceed sales targets.
2. Apply effective discovery and value-selling techniques to build and strengthen relationships with key decision-makers in both new and existing customers (5000+ FTEs).
3. 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.
4. 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.
5. Manage a book of business by tiering accounts and initiating techniques to prevent contractions.
6. Co-create with cross-functional partners to expertly position Figma, drive deals forward, and ensure customer success.
7. Leverage opportunities to advance executive relationships through in-person meetings and networking.

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

1. Experience closing sales over multiple years for a software or SaaS business with an enterprise book of customers (5000+ FTEs), selling to executives.
2. Consistent performance in meeting pipeline generation targets for new business.
3. Demonstrated success managing complex sales cycles (6 months+).
4. A sales methodology that creates value for customers.

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

1. Experience selling solutions to technical audiences at a strategic level (e.g., Engineering, Product, Design teams).
2. Ability to succeed in a changing environment.
3. Certification 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 interested in this role but your past experience doesn't exactly match the points outlined, we encourage you to apply anyway—perhaps you're the right fit for this or other roles.