Senior Inside Sales Representative

Figma; United States; Hybrid; USD 35,000 - 49,000; Full time

Benefits offered by this job

Equity

Health insurance

Dental coverage

Vision coverage

Retirement benefits

Parental leave

Paid time off

Job summary

Figma is expanding its Inside Sales team in a hybrid role based in New York or San Francisco. You will manage renewals and expansions across an assigned book of business, connect customer needs to the platform and AI capabilities, and guide commercial conversations that reinforce value while addressing potential reductions in spend.

The role requires strong discovery, communication, and a technical aptitude to learn a complex platform, with collaboration across Sales, Legal, Billing, and Support

Qualifications

• 1+ year of customer-facing experience in inside sales, account management, renewals, sales development, or a related role, ideally in B2B SaaS.
• Strong discovery and communication skills, including asking thoughtful questions, understanding customer needs, and explaining product value clearly.
• Technical aptitude and curiosity, with the ability to learn a complex platform, understand customer workflows, and connect new capabilities—including AI—to practical outcomes.
• Experience using Salesforce, Ironclad, or similar tools to manage customer opportunities and deal workflows.

Responsibilities

• Own a book of existing customer business and deliver against quarterly net revenue retention (NRR) targets by retaining revenue, managing contraction risk, and driving expansion.
• Build trusted customer relationships and uncover business objectives, workflows, adoption challenges, and opportunities to deliver greater value.
• Lead renewal cycles end-to-end, from proactive outreach and discovery through negotiation, close, and billing coordination, including for accounts without a dedicated Account Executive.
• Navigate potential contraction and churn conversations by understanding the underlying drivers, reinforcing customer value, and developing a clear path forward.
• Identify and pursue growth opportunities across teams, use cases, and products, including connecting the company’s AI capabilities to relevant customer workflows.
• Negotiate commercial terms that balance customer needs with the company’s business objectives, partnering with Sales Managers & Account Executives on more complex opportunities.
• Use account data and customer insights to identify risk and growth signals, maintain accurate pipeline records, and forecast expected outcomes.
• Partner with Account Executives, Sales Leaders, Deal Desk, Legal, Billing, and Support to align account strategy and resolve blockers, and share customer insights to improve how we manage renewals and growth

Skills

Customer-facing experience

Inside sales

Account management

Renewals

Tools

Salesforce

Ironclad

Job description

the company is growing our team of passionate creatives and builders on a mission to make design accessible to all. the company’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, the company 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!

As a Senior Inside Sales Representative, you’ll help retain and grow the company’s existing customers. You’ll manage renewals and expansion opportunities across an assigned book of business, including accounts where an Account Executive is on leave, territories where we’re hiring, and customers with multiple the company organizations. You’ll understand how customers work, connect their needs to the company’s platform and AI capabilities, and guide commercial conversations that reinforce value and address potential reductions in spend. Working closely with Sales and cross-functional partners, you’ll own customer opportunities from discovery through close.

This is a full-time, hybrid role based out of either our New York or San Francisco hubs.

What you’ll do at the company:

• Own a book of existing customer business and deliver against quarterly net revenue retention (NRR) targets by retaining revenue, managing contraction risk, and driving expansion

• Build trusted customer relationships and uncover business objectives, workflows, adoption challenges, and opportunities to deliver greater value

• Lead renewal cycles end-to-end, from proactive outreach and discovery through negotiation, close, and billing coordination, including for accounts without a dedicated Account Executive

• Navigate potential contraction and churn conversations by understanding the underlying drivers, reinforcing customer value, and developing a clear path forward

• Identify and pursue growth opportunities across teams, use cases, and products, including connecting the company’s AI capabilities to relevant customer workflows

• Negotiate commercial terms that balance customer needs with the company’s business objectives, partnering with Sales Managers & Account Executives on more complex opportunities

• Use account data and customer insights to identify risk and growth signals, maintain accurate pipeline records, and forecast expected outcomes

• Partner with Account Executives, Sales Leaders, Deal Desk, Legal, Billing, and Support to align account strategy and resolve blockers, and share customer insights to improve how we manage renewals and growth

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

• 1+ year of customer-facing experience in inside sales, account management, renewals, sales development, or a related role, ideally in B2B SaaS

• Strong discovery and communication skills, including asking thoughtful questions, understanding customer needs, and explaining product value clearly

• Technical aptitude and curiosity, with the ability to learn a complex platform, understand customer workflows, and connect new capabilities—including AI—to practical outcomes

• Evidence of influencing customer decisions, handling objections, and taking ownership of measurable results, paired with sound judgment and a collaborative approach to working with internal partners

• Strong organizational skills, including prioritizing competing customer needs, managing deadlines, and following through across multiple opportunities

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

• Direct ownership of renewals, negotiations, forecasting, or closing against a commercial target

• Experience identifying expansion opportunities or helping customers adopt new products, AI capabilities, or workflows

• Experience working with multiple customer stakeholders, including Procurement, Finance, or Legal

• Experience using Salesforce, Ironclad, or similar tools to manage customer opportunities and deal workflows

• Familiarity with SaaS subscription models and retention metrics such as GRR and NRR

At the company, 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.

the company 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. the company 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. For non-exempt employees, PTO is accrued at a rate equivalent to 15 days per year for full‑time employees. Accrued PTO may be used for vacation or personal time, subject to company policy and manager approval. In addition, the company provides 10 paid sick days annually for non-exempt full-time employees. Additional benefits may include company recharge days, cell phone and home internet reimbursements, and a number of lifestyle spending accounts. the company 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 the company at any time, consistent with applicable law.

Hourly Base Pay Range:

$30.40—$30.40 USD

the company 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 t