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Salary: USD 165,000 - 190,000 / annual
Figma is seeking an Account Executive to drive new business and expand the company's presence across State & Local government agencies. As the first dedicated State & Local Account Executive at Figma, you will help define the initial go-to-market approach for this segment, establishing strategies, processes, and best practices that will guide future sales hires.
You will own a named book of State & Local accounts, driving acquisition, expansion, and retention to exceed quarterly and annual sales targets. Key responsibilities include building pipeline through outbound prospecting, territory planning, account mapping, and public sector engagement. You will develop strategic account plans aligned with agency priorities, funding sources, budget cycles, and purchasing timelines.
This role requires leading multi-stakeholder sales cycles, building executive sponsorship and internal champions while navigating security, accessibility, and SLED procurement requirements. You will partner with Solutions Engineering, Customer Success, Marketing, and channel teams to demonstrate value, advance opportunities, and drive adoption. A critical focus is winning foundational government customers and establishing reference accounts that define Figma's value across State & Local government.
You will own RFP strategy and proposal execution, mobilizing internal stakeholders under tight deadlines to win competitive government bids. The role emphasizes making accessible citizen experiences central to the value story, showing how Figma helps agencies modernize digital service delivery and better serve their communities.
This is a full-time role based in San Francisco with flexibility to work remotely within the Pacific US time zone.
REQUIREMENTS:
- 8+ years of enterprise sales experience, including significant SaaS experience selling into State & Local government agencies
- Consistent success acquiring new accounts, expanding existing relationships, and exceeding sales targets, supported by proactive outbound prospecting and strategic territory development
- Experience managing complex sales cycles of six months or longer, with understanding of State & Local budget cycles, procurement requirements, and reseller and channel partner ecosystems
- Demonstrated ability to build trust with executives, technical teams, and agency or institutional leaders, aligning solutions to organizational priorities through effective discovery, qualification, and value-selling
- Strong communication, negotiation, and account planning skills, with a structured sales methodology and ability to manage competing priorities across a territory
PLUS (preferred):
- Established relationships within assigned State & Local territory and experience co-selling with resellers, systems integrators, or other public sector partners
- Understanding of public sector requirements for data privacy, accessibility, and security
- Demonstrated success in a changing environment or building an emerging sales motion, with certification or formal training in deal qualification and prospect discovery
