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Figma is seeking an experienced Account Executive to lead growth across U.S. Federal Civilian agencies. You will own a strategic territory, developing deep relationships with mission owners, program offices, contracting officers, and executive leadership to drive enterprise-wide adoption of Figma's design and collaboration platform.
Key responsibilities include executing territory strategy to build pipeline and exceed revenue targets; developing and strengthening relationships across multiple stakeholder groups within Federal Civilian agencies; applying discovery and value-selling techniques to connect agency missions and priorities to measurable outcomes with Figma; building and executing comprehensive account plans that map agency priorities, stakeholders, programs, funding sources, and acquisition paths; building executive sponsorship and navigating complex, multi-stakeholder sales cycles across technical, business, acquisition, and executive audiences; engaging customers early in planning and acquisition processes to influence strategies and position Figma for long-term success; developing account-specific strategies around GWACs, IDIQs, BPAs, task orders, and other federal contracting vehicles; and co-creating with cross-functional teams and the federal partner ecosystem to advance opportunities and ensure customer success.
Required qualifications: 7+ years of enterprise software or SaaS sales experience with significant Federal Civilian agency selling and strong revenue track record; experience owning strategic Enterprise accounts (5,000+ FTEs) with consistent net-new pipeline generation and ability to close complex, multi-stakeholder sales cycles of six months or longer; deep understanding of Federal Civilian agency missions, organizational structures, technology priorities, and buying processes; experience navigating complex federal procurement and acquisition processes, including understanding of budget cycles, appropriations, program funding, procurement timelines, and federal fiscal year dynamics; demonstrated ability to build executive relationships, navigate complex organizational structures, and apply disciplined, value-based sales methodology.
Desirable qualifications include experience selling enterprise technology to technical audiences (Engineering, Product, Design, IT, digital transformation teams); existing relationships across Federal Civilian agencies and familiarity with federal technology modernization and digital services initiatives; and formal training or certification in enterprise sales methodologies.
