Account Executive, SMB

Figma; San Francisco (CA); Hybrid; USD 63,000 - 78,000; Full time

Benefits offered by this job

Equity to employees

Health, dental, and vision coverage

Retirement benefits with company

Parental leave and family planning

Mental health and wellness benefits

Paid time off

Paid sick leave

Holidays

Flexible PTO

Reimbursements for cell phone/home

Lifestyle spending accounts

Sales incentive compensation for most-

Annual bonus plan for non-sales roles

Job summary

Figma is seeking an Account Executive, SMB to drive new business and guide inbound prospects through the evaluation and buying process. This full-time role is based in our NYC or SF hub with in-person collaboration required two days a week.

You will build a robust SMB pipeline from inbound and outbound activity, using discovery and value-selling to engage decision-makers and align Figma’s roadmap with client challenges.

Qualifications

• Experience in structured sales or outbound programs.
• Track record in software/SaaS sales and pipeline generation.
• History of managing high-volume sales cycles.

Responsibilities

• Create and manage a pipeline of SMB accounts from inbound and outbound activity to meet targets.
• Apply discovery and value-selling techniques to engage decision-makers.
• Align with executives to map Figma roadmap to business needs.
• Tier and prioritize accounts in high-volume environments.
• Collaborate with cross-functional partners to move deals forward.
• Advance relationships through in-person meetings and networking.

Skills

Pipeline management

Discovery & value-selling

Relationship building

Stakeholder engagement

High-volume sales

Tools

CRM software

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, SMB who will play a critical role generating new business and fielding inbound prospects in their territory. You will be responsible for targeting, building, and nurturing positive relationships with key decision-makers and assisting them through their Figma evaluation and buying process of all products. 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 will be held from our NYC or SF Hub (in-person 2 days/week).

What you'll do at Figma:

• Create and manage a pipeline of SMB accounts from inbound and outbound activity 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 (500
• Align with key decision makers to identify where Figma’s roadmap and innovations can solve business challenges
• Conduct thorough analysis to tier and prioritize accounts in large volumes
• Expertly position Figma and engage cross-functional partners where necessary to drive deals forward
• Leverage opportunities to advance relationships through in-person meetings and networking opportunities

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

• Exposure to a structured sales or outbound program (internship, bootcamp, or previous SDR experience)
• Exposure to closing sales for a software or SaaS business in an outbound function
• Consistent performance meeting pipeline generation targets for net new business
• Demonstrated experience successfully managing high volume sales cycles (1-3 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 (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

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.

Benefits

• 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
• 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
• A number of lifestyle spending accounts
• Sales incentive compensation for most sales roles
• An annual bonus plan for eligible non-sales roles

Annual Base Salary Range:

$70,500—$70,500 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.

Examples of accommodations

• 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.