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Figma is seeking an experienced Account Executive to drive growth across Federal Systems Integrator (FSI) accounts. This role focuses on building strategic relationships within the federal contracting ecosystem and identifying opportunities where Figma's design and collaboration platform can support large federal programs.
You will own the full sales motion for a portfolio of strategic FSI accounts, from prospecting through close and expansion. Key responsibilities include developing trusted relationships with FSI executives, program teams, technical stakeholders, and procurement organizations. You'll identify federal programs and initiatives where Figma can play a strategic role, connecting the platform's capabilities to customer mission outcomes and business impact.
The role requires deep expertise in federal procurement and contracting vehicles (GWACs, IDIQs, BPAs, GSA schedules, task orders). You'll build comprehensive account plans mapping key stakeholders, programs, agency priorities, funding sources, partners, and growth pathways. You'll navigate complex, multi-stakeholder sales cycles, engaging customers early to influence requirements and acquisition strategies.
You'll partner closely with Figma's Alliances team and cross-functional partners to develop opportunities, position Figma within strategic programs, and drive long-term customer success. This is a high-impact role shaping Figma's presence in the federal market.
Required: 8+ years of enterprise SaaS sales experience with significant FSI selling background and proven revenue achievement. Deep understanding of the FSI ecosystem, federal program structures, funding mechanisms, and acquisition processes. Proven success owning strategic enterprise accounts, generating net-new pipeline, and closing complex deals. Strong ability to identify and build relationships with senior decision-makers and translate technical capabilities into business outcomes.
Preferred: Experience selling enterprise technology to technical audiences (Engineering, Product, Design, IT). Formal training in enterprise sales methodologies. Prior experience at an FSI (Deloitte, GDIT, Booz Allen, etc.). Existing relationships in the FSI and federal technology ecosystem.
