Account Executive, Federal - Federal Systems Integrators

Triwill Group; San Francisco, Northern (CA, KY); Hybrid; USD 180,000 - 220,000; Full time

Benefits offered by this job

Equity

Health, dental, and vision coverage

Retirement benefits

Parental leave

Paid time off

Job summary

Figma is seeking an Account Executive, Federal to expand our Federal Systems Integrators channel. You will own the sales motion, identify programs and buyers, and drive adoption across strategic federal accounts.

This role is remote across the United States and focuses on building long-term, high-impact relationships with federal customers. You will lead strategy development, coordinate with Alliances, and drive opportunities from discovery through close, leveraging knowledge of federal

Qualifications

• 8+ years of enterprise sales experience, including SaaS selling into Federal Systems Integrators
• Deep understanding of FSI ecosystem and federal contracting processes
• Proven success owning strategic enterprise accounts and closing multi-stakeholder sales
• Strong strategic account planning and executive communication skills

Responsibilities

• Own and execute account strategies across a portfolio of strategic FSI accounts, building pipeline and hitting revenue targets
• Develop trusted relationships with FSI executives, program and capture teams, and other stakeholders
• Identify federal programs where Figma can play a strategic role and map to customer missions
• Build strategic account plans mapping stakeholders, priorities, funding, contracts, and growth
• Navigate multi-stakeholder sales cycles and influence requirements and acquisition strategies
• Lead opportunities from discovery to close including proposals and negotiations

Job description

Description:

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 an Account Executive, Federal - Federal Systems Integrators to grow Figma's business across strategic Federal Systems Integrator (FSI) accounts. You will build relationships across the FSI ecosystem, identify where Figma can support large federal programs, and drive complex opportunities from early engagement through close and expansion. You'll own the sales motion - identifying the right programs and buyers, developing opportunities, and driving adoption and revenue.

This is an opportunity to help shape Figma's FSI business while working across a highly strategic and complex federal market.

This role is available remotely in the United States.

What you’ll do at Figma:

• Own and execute account strategies across a portfolio of strategic FSI accounts, building pipeline and consistently achieving revenue targets
• Develop trusted relationships with FSI executives, program and capture teams, technical stakeholders, procurement organizations, and other key decision-makers
• Identify federal programs and initiatives where Figma can play a strategic role, connecting Figma's capabilities to customer mission and business outcomes
• Build strategic account plans that map key stakeholders, programs, agency priorities, funding, contract vehicles, partners, and paths to long‑term growth
• Navigate complex, multi‑stakeholder sales cycles, engaging customers early to influence requirements, acquisition strategies, and positioning for large federal programs
• Leverage knowledge of federal procurement and contracting vehicles—including GWACs, IDIQs, BPAs, GSA schedules, and task orders—to identify and advance opportunities
• Manage opportunities from prospecting through close and expansion, including discovery, solution positioning, proposal support, negotiation, forecasting, and CRM management
• Partner closely with Figma's Alliances team, cross‑functional partners, and the broader federal ecosystem to develop opportunities, position Figma within strategic programs, and drive long‑term customer success

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

• 8+ years of enterprise sales experience, including significant SaaS experience selling into Federal Systems Integrators, with a strong track record of meeting or exceeding revenue targets
• Deep understanding of the FSI ecosystem — including how large federal programs are structured, funded, captured, and awarded through partner‑led sales motions — along with strong knowledge of federal contracting and acquisition processes, including budget cycles, contract vehicles, recompetes, funding priorities, and procurement timelines
• Proven success owning strategic enterprise accounts, generating net‑new pipeline, and closing complex, multi‑stakeholder sales cycles
• Demonstrated ability to identify and build relationships with the right buyers, champions, and senior decision‑makers within large organizations and position technology within broader federal initiatives
• Strong strategic account planning, discovery, value‑selling, and executive communication skills, with the ability to translate technical capabilities into measurable business and mission outcomes

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

• Experience selling enterprise technology solutions to technical audiences, including Engineering, Product, Design, IT, or digital transformation teams
• Formal training or certification in enterprise sales methodologies focused on deal qualification, discovery, and value selling
• Experience working at an FSI earlier in your career, such as Deloitte, GDIT, Booz Allen, or a similar organization
• Existing relationships across the FSI and federal technology ecosystem

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

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.

• equity to employees
• health, dental, and vision coverage
• retirement benefits with company contributions
• parental leave and reproductive or family planning support
• mental health and wellness benefits
• paid time off
• paid sick leave, holidays, and other leave benefits in compliance with applicable federal, state, and local laws, including the requirements of the Washington Minimum Wage Act and related regulations
• employer‑provided paid flexible PTO in addition to flexible paid sick leave
• company recharge days, cell phone and home internet reimbursements, and a number of lifestyle spending accounts
• sales incentive compensation for most sales roles
• an annual bonus plan for eligible non‑sales roles
• All compensation and benefits are subject to applicable plan terms and may be modified by Figma at any time, consistent with applicable law

PTO is subject to manager approval.

Annual Base Salary Range: $200,000 — $200,000 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.

• 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.

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 Figma's Candidate Privacy Notice.