Account Executive, Federal Jobs

Figma

Location:
United States, San Francisco ▼
New York

Category:
Sales

Contract Type:
Not provided

Salary:

165000.00 - 190000.00 USD / Year

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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 who will play a critical role in driving sales and maximizing revenue with our customers. You will be responsible for targeting, building and nurturing positive relationships with key decision-makers, understanding complex business needs, and delivering innovative solutions across our product suite. 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.

Job Responsibility:

Create and manage a pipeline of Enterprise accounts, focused on Federal Civilian/DoD agencies, 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 (5000+ FTEs)
Align with executives on business challenges and gain sponsorship for enterprise wide deployments for a suite of products, identifying where Figma’s roadmap and innovations fit in the long term
Conduct thorough analysis to create strategic account plans that outline company priorities and initiatives, multi-threading at an executive level to build on expansion opportunities
Manage a book of business by tiering accounts and initiating techniques to save contractions
Co-create with cross-functional partners to expertly position Figma, drive deals forward and ensure customer success
Leverage opportunities to advance executive level relationships through in-person meetings and networking opportunities

Requirements:

Experience closing sales, over multiple years, for a software or SaaS business with an Enterprise book of customers (5000+ FTEs), selling to executives
Consistent performance meeting pipeline generation targets for net new business
Demonstrated experience successfully managing complex sales cycles (6 months+)
A sales methodology and process that creates value for customers

Nice to have:

Experience selling solutions to technical audiences at a strategic level (i.e. Engineering, Product, Design teams)
Demonstrated ability to succeed in a changing environment
Certified in deal qualification and prospect discovery

What we offer:

equity
health, dental & vision
retirement with company contribution
parental leave & reproductive or family planning support
mental health & wellness benefits
generous PTO
company recharge days
a learning & development stipend
a work from home stipend
cell phone reimbursement
sales incentive pay
annual bonus plan for eligible non-sales roles

Additional Information:

Job Posted:
December 08, 2025

Employment Type:

Fulltime

Work Type:

On-site work

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Account Executive, Federal