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Figma is seeking a Strategic Account Executive based in Tokyo to drive sales and expansion with top-tier Enterprise customers. You will manage a defined portfolio of named strategic accounts, targeting C-level decision-makers and building deep relationships to understand complex business needs and deliver innovative solutions across Figma's product suite.
Key responsibilities include:
- Managing a defined list of strategic accounts to consistently meet or exceed quarterly and annual sales targets
- Applying discovery and value-selling techniques to build and strengthen C-level relationships
- Aligning with executives on business challenges and securing sponsorship for enterprise-wide deployments
- Creating strategic account plans that outline company priorities and identify expansion opportunities
- Collaborating with cross-functional partners to position Figma, advance deals, and ensure customer success
- Leveraging in-person meetings and networking to advance executive relationships
Required qualifications:
- Multiple years of experience closing sales for software/SaaS businesses with large Enterprise customers (5000+ FTEs), selling to executives
- Consistent performance meeting pipeline generation targets for net new business
- Demonstrated success managing complex sales cycles (9+ months)
- Proficiency in a sales methodology that creates customer value
- Native-level Japanese and business-level English communication skills
Desirable experience includes selling to technical audiences in Engineering, Product, and Design teams at senior levels, ability to succeed in changing environments, and certification in deal qualification and prospect discovery.
Figma values learning and development, encouraging applications even if past experience doesn't perfectly align with the job description.
