Account Executive, Federal - State & Local

WinsAbove; San Francisco (CA); Remote; USD 165,000 - 190,000; Full time

Benefits offered by this job

Health insurance

Dental insurance

Vision insurance

Retirement plan

Parental leave

Paid time off

Job summary

Figma is seeking an Account Executive, Federal - State & Local to drive new business and expand Figma’s presence in government agencies. As the first dedicated State & Local AE, you’ll help shape Figma’s initial go‑to‑market strategy and build the process for future sales hires.

You’ll own a named State & Local book, generate pipeline through outbound prospecting, and lead multi‑stakeholder cycles while aligning solutions to agency priorities and procurement timelines.

Qualifications

• 8+ years of enterprise sales experience, including significant SaaS experience selling into State & Local government agencies.
• Proven track record acquiring new accounts and expanding existing relationships.
• Experience managing complex six-month+ sales cycles with procurement knowledge.
• Ability to align solutions to priorities with discovery and value-selling.
• Strong communication, negotiation, and account planning skills.

Responsibilities

• Own a named book of State & Local accounts and exceed targets.
• Build pipeline through outbound prospecting and territory planning.
• Develop strategic account plans aligned with funding and purchasing timelines.
• Lead multi-stakeholder sales cycles and secure executive sponsorship.
• Partner with engineering, customer success, marketing and channel teams to drive adoption.

Skills

Enterprise sales

SaaS sales

State & Local government

Strategic account planning

Pipeline generation

Executive sponsorship

Public sector knowledge

Relationship building

Job 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 - State & Local to drive new business and expand Figma’s presence across State & Local government agencies. As the first dedicated State & Local Account Executive at Figma, you will help define Figma’s initial go-to-market approach for State & Local government, establishing the strategies, process, and best practices that will guide future sales hires.

This role requires proactive pipeline generation, strategic account management, and the ability to navigate complex State & Local buying processes. You will work closely with Design, Product, Engineering, and IT leaders to understand their priorities, demonstrate Figma’s value, and grow adoption across their organizations. This is an opportunity to help shape Figma’s State & Local sales strategy, learn from leading sellers, and build a strong network of cross-functional partners.

This is a full-time role that can be held from our San Francisco hub or remotely within the Pacific US time zone.

What you’ll do at Figma:

• Own a named book of State & Local accounts, driving acquisition, expansion, and retention to exceed quarterly and annual sales targets
• Build pipeline through outbound prospecting, territory planning, account mapping, partner collaboration, and public sector engagement
• Develop strategic account plans aligned with agency priorities, funding sources, budget cycles, and purchasing timelines
• Lead multi-stakeholder sales cycles, building executive sponsorship and internal champions while navigating security, accessibility, and SLED procurement requirements
• Partner with Solutions Engineering, Customer Success, Marketing, and channel teams to demonstrate value, advance opportunities, and drive adoption
• Win foundational government customers, establishing reference accounts and success stories that define Figma’s value across State & Local government
• Own RFP strategy and proposal execution, mobilizing internal stakeholders under tight deadlines to win competitive government bids
• Make accessible citizen experiences central to the value story, showing how Figma helps agencies modernize digital service delivery and better serve their communities

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

• 8+ years of enterprise sales experience, including significant SaaS experience selling into State & Local government agencies
• Consistent success acquiring new accounts, expanding existing relationships, and exceeding sales targets, supported by proactive outbound prospecting and strategic territory development
• Experience managing complex sales cycles of six months or longer, with an understanding of SL budget cycles, procurement requirements, and reseller and channel partner ecosystems
• Demonstrated ability to build trust with executives, technical teams, and agency or institutional leaders, aligning solutions to organizational priorities through effective discovery, qualification, and value-selling
• Strong communication, negotiation, and account planning skills, with a structured sales methodology and the ability to manage competing priorities across a territory

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

• Established relationships within the assigned SL territory and experience co-selling with resellers, systems integrators, or other public sector partners
• Understanding of public sector requirements for data privacy, accessibility, and security
• Demonstrated success in a changing environment or building an emerging sales motion, with certification or formal training 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

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.

Figma offers equity to employees, as well as a competitive package of additional benefits, including health, dental, and vision coverage; retirement benefits with company contributions; parental leave and reproductive or family planning support; mental health and wellness benefits; and paid time off. Figma provides 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. Exempt employees are eligible for employer‑provided paid flexible PTO in addition to flexible paid sick leave. PTO is subject to manager approval. Additional benefits may include company recharge days, cell phone and home internet reimbursements, and a number of lifestyle spending accounts. Figma also offers sales incentive compensation for most sales roles and 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.

Annual Base Salary Range: $165,000 — $190,000 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 Figma's Candidate Privacy Notice.