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Figma is seeking an Enterprise Account Executive based in Sydney or Melbourne to drive sales and revenue growth with enterprise customers. You will own a pipeline of large accounts (5000+ FTEs), build strategic relationships with C-level decision-makers, and manage complex sales cycles lasting 6+ months.
Key responsibilities include: creating and managing an enterprise account pipeline to meet quarterly and annual targets; applying discovery and value-selling techniques to strengthen relationships with key decision-makers at new and existing customers; aligning with executives on business challenges and securing sponsorship for company-wide Figma deployments; developing strategic account plans that identify expansion opportunities; managing your book of business through account tiering and churn prevention; collaborating with cross-functional teams (product, customer success, solutions engineering) to position Figma and advance deals; and leveraging in-person meetings and networking to deepen executive relationships.
Required qualifications: multiple years of closing enterprise SaaS sales (5000+ FTE customers) with demonstrated success selling to C-suite executives; consistent track record meeting pipeline generation targets for new business; proven ability to manage complex, multi-month sales cycles; and a structured sales methodology that creates customer value.
Desirable experience includes: selling solutions to technical audiences (engineering, product, design teams) at a strategic level; success navigating changing environments; and formal certification in deal qualification and prospect discovery methodologies.
Figma values curiosity and learning; the company encourages applications even if your background doesn't perfectly match the description. This is a full-time, in-office role offering the opportunity to accelerate your sales career, learn from top performers, and build a strong network across Figma's organization.
