Remote Federal Civilian Account Executive

Figma; Washington (District of Columbia); On-site; USD 165,000 - 190,000; Full time

Benefits offered by this job

Health insurance

Retirement plan

Paid time off

Family support benefits

Job summary

Figma is seeking an Account Executive, Federal - Civilian to drive growth across U.S. Federal Civilian agencies and to own strategic relationships, navigating procurement processes and positioning Figma’s product suite for modernization and scale.

This remote role supports the Washington DC metro area, with account plans, multi‑stakeholder engagement, and collaboration across teams to deliver measurable government outcomes.

Qualifications

• 7+ years of enterprise software or SaaS sales experience with Federal Civilian focus.
• Experience owning strategic Enterprise accounts (5,000+ FTEs).
• Deep understanding of Federal Civilian agency missions and buying processes.
• Experience navigating complex federal procurement and acquisition processes.
• Ability to build executive relationships and connect technology to outcomes.

Responsibilities

• Own and execute a territory strategy across Federal Civilian agencies.
• Develop relationships with mission owners, program offices, contracting officers, IO/OCIO organizations, acquisition teams, and executives.
• Apply discovery and value-selling techniques to connect agency priorities to measurable outcomes.
• Build and execute account plans mapping agency priorities, stakeholders, programs, funding, and opportunities.
• Navigate multi-stakeholder sales cycles across technical, business, acquisition, and executive audiences.
• Engage customers early to influence acquisition strategies and position Figma for long-term success.
• Develop account-specific strategies around GWACs, IDIQs, BPAs, task orders, and other contracting vehicles.
• Co-create with cross-functional teams to position Figma and expand existing business.

Skills

Enterprise SaaS sales

Federal civilian focus

Strategic account management

Executive relationship building

Value-based selling

Job description

Figma is seeking an Account Executive, Federal - Civilian to drive growth across U.S. Federal Civilian agencies and to own strategic relationships, navigating procurement processes and positioning Figma’s product suite for modernization and scale.

This remote role supports the Washington DC metro area, with account plans, multi‑stakeholder engagement, and collaboration across teams to deliver measurable government outcomes.