SlipstreamJobs tracks this role from the company's public career site. Apply directly on the employer's site.
Figma is seeking an Account Executive for the SMB segment based in Tokyo. This is a full-time, in-office role focused on generating new business and managing inbound prospects in your territory.
You will be responsible for building and nurturing relationships with key decision-makers at small-to-medium businesses (under 500 FTEs), guiding them through Figma's evaluation and buying process. Your core responsibilities include:
• Creating and managing a pipeline of SMB accounts from both inbound and outbound activity to meet or exceed quarterly and annual sales targets
• Applying discovery and value-selling techniques to strengthen relationships with decision-makers at new and existing customers
• Analyzing and tiering accounts in high volume to prioritize your efforts effectively
• Positioning Figma's solutions and engaging cross-functional partners to advance deals
• Leveraging in-person meetings and networking to deepen customer relationships
• Identifying where Figma's roadmap and innovations can solve specific business challenges
You should have exposure to structured sales or outbound programs (SDR or AE experience), a track record of closing SaaS deals in outbound functions, and consistent performance meeting pipeline generation targets. Experience managing high-volume sales cycles (1-3 months) is essential. Native-level Japanese is required for this Tokyo-based role.
Added advantages include experience selling to technical audiences (engineering, product, design teams), ability to thrive in changing environments, and formal training in deal qualification and prospect discovery. Figma values curiosity and learning; if you're excited about the role but your background doesn't perfectly match every requirement, you're encouraged to apply.
